March 2017

It’s All About Your Buyer’s Situation

The great persona crackup continues.

Does Trump fit into your customer conversations?

A 2017 survey of 500 full-time employed Americans commissioned by BetterWorks, a California-based software company, finds that workers report spending an average of two hours per day reading political social media posts.

Lead or get out of the way

U.S. President and five-star general Dwight D. Eisenhower used a simple exercise to illustrate the art of leadership. He laid an ordinary piece of string on a table and explained, “Pull the string and it will follow you wherever you go. Push it and it will go nowhere at all. It’s just that way when it comes to leading people.”

The Hidden Impact of Poor KPI Selection

On September 8, 2016, Wells Fargo announced it would pay the largest penalty ever - $185 million in fines – since the inception of the CFPB in 2011.

11 Bad Habits that Can Destroy Your Inside Sales Productivity

Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating.

A Passion for Beer and Staying Independent

In 1984, Jim Koch (pronounced “cook”), then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America. In his 2016 book “Quench Your Own Thirst,” Koch shares tales of that growth and business lessons he learned along the way.

Top Performers - March-April 2017

Whether you want to motivate top performers to beat their previous year’s stellar numbers or move middle performers toward that top tier, non-cash incentives are proven to drive performance more effectively than cash. Assembling an array of rewards is critical to address the varied interests of today’s workplace teams.

Why can’t a conversation just be a conversation?

In “Seinfeld” speak, “hand” is the term for having the upper-hand in a relationship. The person who doesn’t have the upper-hand is said to have “no hand.”
“We all want the hand. Hand is tough to get. You gotta’ get the hand right from the opening,” Jerry tells George.

The 5 types of pivotal agreements

In the business-to-business sales process, there are six to eight moments of truth where you need to execute important agreements and tradeoffs — both inside your company and with your prospects — that will determine the size and profitability of the sale.

3 tips for taking control of a sales conversation

If CEB statistics are correct, 80 percent of business is lost to no decision, implying that most salespeople are not good at leading conversations. “In sales, you must guide the prospect to a clear decision. Yes or no is good; indecision will kill you,” says Crystal Williams, a content marketing associate at, makers of customer relationship management software.