August 2012

Build a Balanced Portfolio of Information Sources

SiriusDecisions helps business-to-business companies worldwide improve sales and marketing effectiveness. Management teams make more informed business decisions through access to industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses

'No' Can Be the Beginning of a Beautiful Customer Relationship

Most salespeople are encouraged to take whatever business is out there in a flat economy. The truth is this: If you begin a relationship with a new prospect in a one-down position, you’ll never regain ground. By saying “No” to unrealistic expectations and setting solid parameters right from the start, the relationship becomes reciprocal and respectful.

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Get Your Reps In the Cloud

Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted a dozen or more sales reps woefully trapped in the past.

Smart Incentive Gift Card Shoppers Steer Clear of Retail Outlets

The proven motivational power of gift cards is a key reason managers use them in reward and recognition programs, but the advantages don’t end there. Customization and ease of administration is important, too.

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