4 Keys to Gaining the Most Value From Your CRM Program

Mon, 08/12/2019 - 18:38 paulnolan

CRM programs go above and beyond marketing and sales. They can help you learn more about product development, service design, and even customer insights. Here are four steps you should take to get the most value from your CRM program.

How AI Enhances Sales Intelligence

Fri, 08/09/2019 - 11:23 jeremytews

How the use of artificial intelligence helps salespeople reduce time spent and make their jobs easier.

Does Remote Working Really Work?

Mon, 08/05/2019 - 05:09 paulnolan

A summary of the pros and cons of a remote work force.

Five Tips for Transitioning Into a Sales Leadership Role

Fri, 08/02/2019 - 00:00 paulnolan

What does it take to make the jump from sales rep to sales manager? These five tips provide a starting point.

Asking Isn’t As Easy As You Think

Mon, 07/29/2019 - 00:00 paulnolan

It's a simple fact - so many salespeople are just not good at asking for the sale.

Trump understands the art of the incentive trip

Fri, 07/26/2019 - 11:28 jeremytews

While hustling to keep from defaulting on loans for his casino and real estate holdings in the early 2000s, Donald Trump recognized the motivational power of incentive travel.

9 Ways to Get the Most from Sales Video Coaching

Mon, 07/22/2019 - 00:00 paulnolan

If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8 million words.

The Lazy Business’ Guide to Digital Customer Experience

Fri, 07/19/2019 - 11:20 jeremytews

A great portion of the customer journey takes place online, which means that you should double down on providing superb digital customer experience and do it consistently.

How to Use Experiences to Motivate and Unite Your Sales Team

Sat, 07/13/2019 - 12:00 paulnolan

To motivate and unite your sales team, you must create lasting, memorable and influential experiences that encourage them to believe in the goals you set before them. Here are some tips for doing that.

Organizing and Putting Structure to a Sales Team

Fri, 07/12/2019 - 00:00 paulnolan

Assessing a sales team’s structure at the end of every quarter can help companies adjust as necessary for the following quarter. Here are three main implementation steps that shape a sales team effectively.

Sales & Operations Planning: The C-Suite Dilemma

Mon, 07/08/2019 - 00:00 paulnolan

If sales and operations planning is so important, why do so many initiatives fail?

Every Great Conversation

Fri, 07/05/2019 - 00:00 paulnolan

Conversations are the reasons why companies innovate, collaborate, sell, lead, coach, change, succeed or fail. So why is it that most organizations and individuals take their ability to execute a great conversation for granted?

4 hacks for managing differently

Tue, 07/02/2019 - 12:49 jeremytews

There are more ways to deliver value and results than relying on the same old approaches to the same old problems. By looking at problems differently and through different lenses, new solutions get revealed.

5 Sales Onboarding Errors to Avoid

Sun, 06/30/2019 - 11:37 paulnolan

Onboarding is a critical component in maximizing reps’ performance, yet more than six in 10 organizations (62%) say their sales onboarding programs are ineffective. Common – but easily fixable – mistakes can hinder onboarding success. Here are five traps to avoid.

How AI Can Accelerate Sales and Bridge the Marketing Gap

Fri, 06/28/2019 - 00:00 paulnolan

AI has promised to transform digital marketing, but sales is also an area ripe for innovation when it comes to AI-powered solutions. Here are several ways AI-based solutions can accelerate the sales cycle and also further integrate the sales and marketing functions through data and analytics.

Can we all just get along?

Wed, 06/26/2019 - 11:35 jeremytews

Managing in today’s multigenerational work force can be a minefield. Lindsey Pollak says the secret to success is like remixing a classic song.

more articles >>

4 Keys to Gaining the Most Value From Your CRM Program

Mon, 08/12/2019 - 18:38 paulnolan

CRM programs go above and beyond marketing and sales. They can help you learn more about product development, service design, and even customer insights. Here are four steps you should take to get the most value from your CRM program.

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Editor's Notebook

Paul Nolan

Much has been written about the irony of technology connecting people globally while simultaneously disconnecting us on a human level. My iPhone sends me a weekly report on how much screen time I logged and how that compares to the previous week. Up to this point, I haven’t stopped to consider how the screen time total correlates to the quality of personal connections I’ve had during the week. I’m going to start doing that.

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Engage (...by Hinda)

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

Managing in today’s multigenerational work force can be a minefield. Lindsey Pollak says the secret to success is like remixing a classic song...

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Lift (...by Seiko)

TIM HOULIHAN

Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks...

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Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
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2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
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