June 2018

3 Keys to Effective Sales Teams in the Age of the Informed Buyer

From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson. More than ever, understanding one’s field is critical to sales success.

Business strategy gets graphic

As CEO of the Strategic Thinking Institute, Rich Horwath works with managers at companies such as FedEx, Google and L’Oreal to help them understand the importance of landing on a strategy that everyone in an organization understands and can work to achieve. Now, he has put those lessons into a graphic novel, “StrategyMan vs. The Anti-Strategy Squad.”

Focus hacks for multitaskers

In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness. Unsurprisingly, focus was numero uno. In Jordan’s mind, nothing was more important than focus.
Without focus, nothing gets done.

5 questions to climb to new sales heights

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

A kick of kindness

Technology disrupts. It changes how we live. It changes how we work. For managers, it changes how they strategize.

B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

You may have fallen into sales and then into sales management. These five words can prevent burnout and power success.

Five Tips for Being a Better B2B Sales Manager

A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. Here are five ways sales managers can harness technology to alleviate stress, build a more cohesive team, boost results – and ultimately, be better at their jobs.

Letting Others Shine Can Get You Sky-High Referral Rates

Too many B2B sellers are seen as ego-centric and money-driven rather than genuinely helpful. In an era when consumers believe most salespeople lack compassion and courtesy, those who buck this trend are poised to strike gold.

Building Your Own Online University

Creating your own corporate learning community becomes a bonding experience for your staff and external relationships. You can draw off the collective brainpower of all the business professionals connected to your company. Share best practices, struggles, ideas, even humor.

The Two Types of Tech Companies and How Each Should Sell

By accurately identifying who they are and what they offer, technology companies can better evaluate how to sell, whom to hire, and which sales initiatives to pursue.