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, then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America.

Is flying solo the way to go?

Last year, the Incentive Federation reported results of a research study showing that 84 percent of all U.S. firms use non-cash incentives in some manner to motivate and engage their workforce. According to the same study, 45 percent of all businesses using non-cash rewards use incentive travel awards in some manner.

Frothy insights

I plead guilty to enjoying a cold beer or two, and I’ve watched with amazement as the decade-long bull market in the craft beer industry shows no signs of abating.

5 Sales Mistakes to Avoid in the New Digital Environment

Now that everything and everyone is online, we live in a world of information overload. Getting people’s attention is harder than ever. With so much access to choice and knowledge, customers are taking their purchase journey online, where the influence of salespeople matters less and less.

3 Things Great Sales Managers Do Differently

Whenever I meet with sales managers, I ask them to do a quick exercise where they grade each of their reps on two factors: skill and attitude. After talking about the insights this gives the managers into their reps’ development needs, I challenge them this way: “This is a report card on your salespeople, right? …Wrong!  It’s actually a report card on your sales leadership.”

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