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1 - 6 out of 6
Managing Underperforming Salespeople
by Hélène Pielmeier, Doug Lawrence, June 23, 2014, 7 Pages View abstract 
The symptom is easy to recognize: A member of your sales team fails to meet his or her sales quota. Now what? Instead of just diving into the constant cycle of hiring and firing, executives and sales managers should examine: 1) why salespeople struggle . . .
Selling Different Levels of Quality
by Hélène Pielmeier, Doug Lawrence, April 21, 2014, 8 Pages View abstract 
Go to any translators’ forum or language conference and you will find many discussions about quality. Some language service providers (LSPs) advertise their ability to deliver different levels of quality based on their clients’ needs. Should . . .
How to Assess the Revenue Opportunity of Clients
by Hélène Pielmeier, Doug Lawrence, March 19, 2014, 5 Pages View abstract 
It is usually much easier to gain additional revenue from existing clients than from new ones. But how do you systematically maximize revenues from your customer base? The first step is to find out how much your clients spend on language-related services . . .
How to Drive Translation Sales
Improving Performance from the Top Down
by Doug Lawrence, Nataly Kelly, March 29, 2011, 47 Pages View abstract 
Many translation companies wrestle with the question “How do we boost our translation sales?” After all, sales performance can make or break a provider. In an industry of suppliers founded by language professionals, translation business owners . . .
When Customer Retention Matters More Than Sales
by Doug Lawrence, Nataly Kelly, November 29, 2010, 4 Pages View abstract 
Making a translation sale isn’t easy and winning a major account is even more difficult – especially in a world populated with more than 25,000 largely undifferentiated competitors. In this brief, we review some of Common Sense Advisory’s . . .
How To Recruit Translation Salespeople
by Doug Lawrence, Nataly Kelly, August 16, 2010, 4 Pages View abstract 
Language service providers (LSPs) frequently ask us where they can find top sales talent. In addition to requesting names of industry recruiters, they often ask us whether they should hire salespeople with experience in the translation industry or from . . .
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