Articles |
LinkedIn  Twitter  YouTube  Facebook


December 19, 2016 05:39 AM
According to new research from CSO Insights, only 56 percent of sales representatives today meet or exceed quota. Meanwhile, in 61 percent of companies, reps take seven months or more to ramp up to full productivity. Even then, they spend only about one-third of their time actually selling.
December 16, 2016 12:00 AM
In his new book, “Pre-Suasion: A Revolutionary Way to Influence and Persuade,” author Robert Cialdini explains the best communicators capitalize on “privileged moments for change,” in which audiences become receptive to a message before they experience it. “Optimal persuasion is achieved through optimal pre-susasion,” he states. “To change minds, savvy pre-suaders first change ‘states of minds.’”
December 12, 2016 12:00 AM
We’ve heard it before – if sales were easy, everyone would do it. Between creating new opportunities and following through on existing ones it can be tough to tackle it all. This includes unexpectedly taking the lead on multiple accounts and owning status updates, inevitably resulting in added stress and tasks on top of daily deliverables. The large majority of people who end up managing projects do so without any formal training. There are two types of project managers: those who have completed courses to become certified project managers and the rest of us.
December 9, 2016 12:00 AM
Twenty-first century marketing is suffering from a skills crisis. There’s also confusion about priorities. In particular, the well-justified focus on digital and data skills means that other important areas are tending to be neglected.
December 7, 2016 12:00 AM
Today’s salespeople face some pretty serious challenges – bigger quotas, increasingly savvy buyers and crowded markets that make it tough to get mindshare. Fortunately, there’s a new arsenal of selling tools available today that salespeople can use to better connect with customers and prospects. Three in particular stand out in delivering a true, personalized experience – what I call the Three Vs of Sales Tools: voice, video and virtual reality.
December 5, 2016 05:22 AM
Exhibition marketing is an extremely popular strategy, but preparation is essential. In addition to enhancing your brand, choosing between the different types of exhibition stands and deciding which staff members will be involved, one of the most crucial parts of the planning phase is to establish your objectives. This article will guide you through the process in stages so you can set objectives that will improve your chances of success, make your exhibition more focused and allow you to evaluate it afterwards.
December 2, 2016 07:19 AM
Blogging is one of the fastest and easiest ways of creating content online, and therefore one of the fastest-growing channels for marketing your business online. It is a proven fact that businesses that blog get significantly more website traffic than non-blogging businesses.
November 30, 2016 12:00 AM
November 28, 2016 12:00 AM
Remote work certainly seems to be the business model du jour, with a lot of companies, large and small, singing its praises. And what’s not to love? Operating remotely drastically cuts down overhead, making nearly any business venture viable with the right tools and coordination. Workers report to be more satisfied with remote working conditions and are even more productive. It seems like with remote businesses, everybody’s happy.
November 25, 2016 12:00 AM
“Challenge your prospects and customers” has become a selling mantra in recent years, as companies look to use edgy messaging to create the urgency to change and differentiate their solutions. This is the recommended approach for when you’re the outsider trying to defeat the status quo.
November 21, 2016 05:52 AM
Is your outreach other-serving… or self-indulgent? That question, or ones like it, seem to be at the core of internal sales and marketing conversations today. They reflect a growing worry about the ways in which both sales and marketing professionals are reaching out to clients and prospects in our increasingly connected world.
November 18, 2016 07:17 AM
Email: We love it. We hate it. Either way, it’s one of the first technology tools many of us ever incorporated into our everyday routines, and today it’s a mainstay of modern life. Up until now, from a business standpoint, you’ve most likely thought of email in two ways: 1) as a basic communication tool, and 2) as a sales prospecting tool that enables your initial cold outreach efforts.
November 14, 2016 12:00 AM
John Stumpf had a favorite slogan: “Eight is great.”
November 14, 2016 12:00 AM
“So you haven’t resigned, you haven’t returned a single nickel of your personal earnings. Instead, evidently your definition of accountable is to push the blame to your low-level employees who don’t have the money for a fancy PR firm to defend themselves. It’s gutless leadership.”
November 11, 2016 12:00 AM
How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you. On the contrary, treating your people like fungible assets that can be replaced at any time will have negative effects:
November 7, 2016 12:00 AM
As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time.
November 3, 2016 10:00 PM
Being in a sales position isn’t an easy job, especially when it comes to selling high-ticket products and services. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment. It takes years of practice to effectively communicate with clients in this field as they expect you to be at the top of your game, ultimately knowing your product, competitors and customer.
November 2, 2016 12:59 PM
Can we dial it back on the “what millennials want” talk? You can’t pick up a magazine (we’re guilty) or attend a trade show these days without running into yet another discussion on the likes and dislikes of people born between 1982 and 2002 (the officially unofficial definition of millennials). They like free snacks at work. Who doesn’t? They need regular naps. Again, who doesn’t? They want to learn job skills quickly and advance even quicker. Enough already!
November 2, 2016 02:37 PM
There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant. Not paying attention to those details can cost you. Big time.
November 2, 2016 02:59 PM
Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making processes in best-selling books. In his latest book, “Payoff: The Hidden Logic That Shapes Our Motivation,” he explains that what drives people is far more complicated than most of us understand – and why business leaders would be wise to take a closer look.
November 1, 2016 11:00 PM
Wells Fargo CEO John Stumpf came under harshcriticism from all sides after 5,300 employees and managers at the bank’s retail division were fired for their role in purpose­fully opening unauthorized accounts in the names of their customers in order to reach daily and weekly quotas and earn incentives.
October 31, 2016 06:24 AM
A few years ago I was selling medical software to manage cases in vascular labs. I was working on a closing a $2-$3 million deal - the largest deal the company had ever seen – and I was heavy in discussions with the client. The bosses back home had made it clear this deal needed to close and soon.
October 27, 2016 11:00 PM
 “You can discover more about a person in an hour of play than a year of conversation.”
October 24, 2016 04:37 AM
When it comes to predicting if a business-to-business (B2B) account will cross from strong to at-risk, pay special attention to how well your corporate and customer-facing teams are performing in the area of account support.
October 20, 2016 11:00 PM
Today’s customers expect more out of their buying experiences than ever before. These customers are also more intelligent than ever – with the explosion of available information creating a 24/7 buying and customer service mentality, and informed consumers expecting an experience that makes them feel known and valued by the companies with which they engage.