Business of Selling
For more content like this, check out: ]]> https://www.farm-equipment.com/rss en-us Looking Back & Going Forward http://www.farm-equipment.com/blogs/6/post/12126 Fri, 16 Oct 2015 00:01:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/12126-looking-back-going-forward Dr. Jim Weber Looking Back and … http://www.farm-equipment.com/blogs/6/post/11972 Fri, 04 Sep 2015 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11972-looking-back-and Dr. Jim Weber Call Reluctance and Slumping Sales http://www.farm-equipment.com/blogs/6/post/11835 Thu, 16 Jul 2015 00:01:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11835-call-reluctance-and-slumping-sales Dr. Jim Weber Ensuring Territorial Coverage http://www.farm-equipment.com/blogs/6/post/11725 Thu, 11 Jun 2015 00:01:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11725-ensuring-territorial-coverage Dr. Jim Weber Leading from the Front http://www.farm-equipment.com/blogs/6/post/11590 Thu, 09 Apr 2015 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11590-leading-from-the-front Dr. Jim Weber Executing with Speed http://www.farm-equipment.com/blogs/6/post/11465 Thu, 12 Mar 2015 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11465-executing-with-speed Dr. Jim Weber Initiating Winning Strategy http://www.farm-equipment.com/blogs/6/post/11468 Sun, 01 Feb 2015 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11468-initiating-winning-strategy Dr. Jim Weber Dominating the Market http://www.farm-equipment.com/blogs/6/post/11471 Thu, 01 Jan 2015 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11471-dominating-the-market Dr. Jim Weber These are the Times http://www.farm-equipment.com/blogs/6/post/11474 Wed, 01 Oct 2014 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11474-these-are-the-times Dr. Jim Weber The 10 Commandments of Selling http://www.farm-equipment.com/blogs/6/post/11477 Tue, 26 Aug 2014 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11477-the-10-commandments-of-selling Dr. Jim Weber Sales Metrics to Monitor: Getting the Most Out of Your Sales Department
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11480 Wed, 16 Jul 2014 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11480-sales-metrics-to-monitor-getting-the-most-out-of-your-sales-department Dr. Jim Weber Sales Metrics to Monitor: Sales Personnel Compensation
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11483 Sun, 01 Jun 2014 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11483-sales-metrics-to-monitor-sales-personnel-compensation Dr. Jim Weber Sales Metrics to Monitor: Causes of Low Gross Margins http://www.farm-equipment.com/blogs/6/post/11486 Tue, 01 Apr 2014 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11486-sales-metrics-to-monitor-causes-of-low-gross-margins Dr. Jim Weber Sales Metrics to Monitor: News & Used Equipment Gross Margin
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11489 Sat, 01 Mar 2014 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11489-sales-metrics-to-monitor-news-used-equipment-gross-margin Dr. Jim Weber Sales Metrics to Monitor: Turnover
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11492 Sat, 01 Feb 2014 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11492-sales-metrics-to-monitor-turnover Dr. Jim Weber Sales Metrics to Monitor: News & Used Wholegoods Sales Mix
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11495 Thu, 02 Jan 2014 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11495-sales-metrics-to-monitor-news-used-wholegoods-sales-mix Dr. Jim Weber Sales Metrics to Monitor: Overall Wholegoods Sales Mix
Part 1 • Part 2 • Part 3 • Part 4 • Part 5 • Part 6 • Part 7]]> http://www.farm-equipment.com/blogs/6/post/11498 Tue, 01 Oct 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11498-sales-metrics-to-monitor-overall-wholegoods-sales-mix Dr. Jim Weber Cultivating Customer Share http://www.farm-equipment.com/blogs/6/post/11502 Fri, 19 Jul 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11502-cultivating-customer-share Dr. Jim Weber Gathering Storm Clouds http://www.farm-equipment.com/blogs/6/post/11500 Thu, 18 Jul 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11500-gathering-storm-clouds Dr. Jim Weber Nurturing Customer Share http://www.farm-equipment.com/blogs/6/post/11503 Sun, 09 Jun 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11503-nurturing-customer-share Dr. Jim Weber Realities of Market Share http://www.farm-equipment.com/blogs/6/post/11505 Tue, 09 Apr 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11505-realities-of-market-share Dr. Jim Weber The Myth of Market Share http://www.farm-equipment.com/blogs/6/post/11506 Wed, 13 Mar 2013 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11506-the-myth-of-market-share Dr. Jim Weber Problems with Pre-Selling http://www.farm-equipment.com/blogs/6/post/11508 Tue, 05 Feb 2013 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11508-problems-with-pre-selling Dr. Jim Weber Consider an Ancillary Compensation System http://www.farm-equipment.com/blogs/6/post/11510 Wed, 26 Dec 2012 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11510-consider-an-ancillary-compensation-system Dr. Jim Weber 4P = Au http://www.farm-equipment.com/blogs/6/post/11514 Wed, 05 Sep 2012 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11514-p-au Dr. Jim Weber Why Sales Compensation Based on Gross Margin? http://www.farm-equipment.com/blogs/6/post/11512 Wed, 05 Sep 2012 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11512-why-sales-compensation-based-on-gross-margin Dr. Jim Weber What's Wrong with Salaried Sales Compensation Plans? http://www.farm-equipment.com/blogs/6/post/11518 Thu, 14 Jun 2012 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11518-whats-wrong-with-salaried-sales-compensation-plans Dr. Jim Weber Cash Difference Compensation Plan = Low Margins http://www.farm-equipment.com/blogs/6/post/11516 Thu, 14 Jun 2012 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11516-cash-difference-compensation-plan-low-margins Dr. Jim Weber Compensation Systems http://www.farm-equipment.com/blogs/6/post/11520 Sun, 01 Apr 2012 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11520-compensation-systems Dr. Jim Weber Sales Responsibilities http://www.farm-equipment.com/blogs/6/post/11522 Thu, 08 Mar 2012 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/11522-sales-responsibilities Dr. Jim Weber