The motivation conundrum

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.

Riding sales enablement into victory lane

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.

Millennials are not from Mars

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?

Could a Wells Fargo-Like Debacle Happen at Your Company?

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.

The Greatest Closing Question Ever

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.

The Tug of War Over Teambuilding

 “You can discover more about a person in an hour of play than a year of conversation.”

Top Predictors of Damaged B2B Accounts

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.

Breaking Down Silos and Building Bridges

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.

Secure Overlay Resources to Accelerate Complex Enterprise Deals

Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin. You’re straining at the rod, trying to reel the fish in, and you need help – someone to grab a net, another person to keep the sharks from grabbing a share, and someone skilled at the wheel.

Sales Forecasting Is Not an Oxymoron

Although extremely important in determining businesses’ ability to meet its revenue targets, surveys show that nearly 60 percent of sales forecasts are largely inaccurate. More troubling is that businesses might risk their stock value, reputation and well-being on forecasts derived from something slightly better than hunches.

3 Ways to Improve Your Ability to Close

The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not. Here are some powerful tools to help you ask for commitments that lead to the close without violating your client’s trust.

A Skills Deficiency of Our Own Making

Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own doing.

Embracing the Artificial Intelligence Mind-Set Without Losing the Human Touch

Traditional salespeople need to learn that what they say doesn’t always go.

As Go Your Sales Managers, So Go Your Salespeople

In a past survey, the Association for Talent Development revealed that a whopping 87 percent of managers become such without prior management training and education. This sets them up for seagull management – they fly in, crap on people and fly back out. By crap, I don’t mean that they necessarily treat people badly. What I do mean is that they aren’t delivering much value to their people.

The Meetings and Events Whisperer

Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX America

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