Memorial Day is a day to remember and honor men and women who died while serving in the United States Armed Forces. This holiday is celebrated every year on the last Monday of May. Many people consider Memorial Day to be the unofficial start of the season. This year, we celebrate the holiday on May […]
As a new-century salesperson, you have to be a quick thinker. It’s not just about hitting the road and trying to meet a quota for the number of calls per day. Thinking outside the box entails your finding creative ways to maximize the accounts that you have. Think about focusing on multiple contacts within an […]
Well, let’s look at sales today. Has it really changed? Is sales in the ‘new century’ really so different that the concept of pioneering a territory and then servicing the customer for life. The answer to this question is yes. So, now what do we do to prepare ourselves to pass through this time warp […]
So what do I mean by this statement? Any seasoned account manager will take offence to this. “After all, what’s the use? I know how to sell. I’m good at it and I’ve been doing it for years.” So what’s the point? Well, chances are, you may be absolutely correct. You might have been a […]
Today I would like to discuss one of the major tools that any growing, technology-driven company should possess in its arsenal. The tool I am talking about is a CRM system. So what exactly is a CRM system and what does it do? The main purpose of a CRM system is to collect, analyze and […]
Nowhere is the impact of globalization as tangible as it is working for a company in the translation services industry. As an account manager, every day I receive more and more requests ranging from small mom-and-pop outfits to huge, multi-national Fortune 500 companies all with the same goal of reaching a broader, global a
We live in a very competitive world and, especially in sales, you have to be extremely competitive. However, you should always charge accordingly for the work done. There will be times when the clients might have higher expectations which is when you need to be subtle, professional and educate the client. You should also n
As a new member of the sales team, I have learned the importance of keeping organized and up to date with each and every aspect of the job. As Account Managers (AMs) must build, maintain, and foster a continuing relationship with every client, they must likewise manage every lead, opportunity, and sale. Although every AM [&
As a new entry into the translation industry, my first two months on the job as an Account Manager have taught me a whole new way of seeing translations– from the needs and expectations of different kinds of clients, to the innovative ways in which Project Managers coordinate a project among Translators, Editors, Proofrea
Thomas Edison once said: “Many of life’s failures are people who did not realize how close they were to success when they gave up.” Today, people lack persistence and motivation. They often give up too easily. So how do we learn to persevere? How do we find persistence and harness its power? How do we [&he
One of the most common expressions, at least where I come from in The United States, is that “Ignorance is Bliss”. As I sometimes do agree this way of thinking may be beneficial when attempting to find my “spiritual center” in my personal life, I absolutely do NOT agree this particular mindset belongs in a [
Being an avid Cricket (sport) fan, I have been following the Indian team taking on Australia down under. Unfortunately, India has been mutilated in the last 3 test matches against Australia. And it has been a collective failure of batting, bowling and fielding. What exactly is collective failure? In any organization, we wor
In this final episode, I would like talk about the most important tool that all companies nowadays utilize, CRM tools. CRM tools are utilized extensively for managing a company’s interactions with prospects & clients. It involves using technology to organize, automate, and synchronize business processes, sales activit