March 2018

True grit

The mother of the movement says perseverance is only half of the equation

7 steps to more engaging customer conversations

When presenting to a prospect for the first time, the first five minutes are the most critical. “If your audience decides your presentation lacks merit, you’ll be dismissed after a short, polite discussion and the meeting will roll on to the next subject. If the idea is deemed worthy of consideration, you’ll explore it in greater depth together,” says Ken Dooley of Customer Experience Insight.

Fun is infectious

If there was any question that people embrace the opportunity to experience something new through a work-sponsored incentive trip or other type of corporate outing, it was dispelled during my research for this issue’s cover story.

I Love My Job!

Work-related experiences can boost morale, retention and the bottom line.

Applying the 4-Drive Model

Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

The curiosity consultant

General Electric executive Beth Comstock called Brad Grossman “human CliffsNotes.” Oscar-winning Hollywood producer Brian Grazer found Grossman to be literally irreplaceable as his “cultural attache.” Grossman founded and operates Zeitguide, a company that uses e-newsletters, custom publishing and one-on-one coaching to keep business executives up to speed on the topics they need to know to stay ahead of the curve and the competition.

5 Simple Choices That the Best Sales Managers Make

You can choose to be a great sales manager just by making a few simple decisions that anyone in any organization can emulate. Here are five choices that great sales managers make.

How To Boost Client Retention – Without Customer Service or Account Reps

Retaining the best customers remains a challenge for sales and marketing professionals, leading to wasted time and money. Two solutions have helped my company, Stirista, achieve a 95 percent customer retention rate and should work for your business.

3 Ways Customer Data Can Increase Workplace Efficiency

Companies routinely use smart information to create opportunities for personalized engagement with customers. They can evaluate employee engagement the same way they evaluate customers.