10 Ways to Motivate Your Inside Sales Team to Optimize Results

Absolutely nothing impacts revenue streams more intensely in the B2B space than the effectiveness of a powerful inside sales team. Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.

9 Belts to Sales Assassin Mastery

The Sales Assassin is the ultimate master of sales passion and discipline, the Sales Assassin Master (aka SAM) of your own destiny; focused on a results-driven willingness to be prepared to control your own destiny. The SAM must be a master of perseverance, self-control and must possess the spirit of being responsible and accountable for your successful performance.

How to Sell, Not Tell, During Sales Presentations

Delivering an interesting and engaging presentation is an art that has been practiced for hundreds, if not thousands, of years. Presenting to an audience is a way in which you can help others understand your vision, persuade them to make a purchase, convince them to join a cause, or inspire them to take action.

Getting Off the Carousel: Moving Beyond Don Draper Sales Tactics

Charm, persistence, and the right entertainment: for many in sales, these are pillars of the profession, and nobody embodies them quite like Don Draper. “Mad Men’s” famous advertising genius may not strictly be a salesperson, but he’s become an icon to many nonetheless.

Solutions Sales Reps are Born, Not Made

Today’s business solutions are increasingly complex. Solutions are rarely bought, delivered or deployed off the shelf. By the time a prospect engages a sales rep they are highly educated and ask questions like “How could this solution integrate with my specific set of technologies?” or “How could this be deployed internationally across many time zones and languages?”

A Valentine’s for Your Top Performers

Leaders of sales teams often focus on compensation as the major motivator for reps. However, it should not be the only focus.

7 Ideas to Master Sales Enablement

Sales enablement is designed to address the challenges of condensed sales cycles and the demand for increased sales productivity and deal velocity.

Sales Enablement: How to Effectively Increase the Sales Productivity of Your Team

Despite the ever-increasing connected world and the wealth of information at our finger-tips, the modern day sales cycle has become more difficult to implement. Companies are increasingly challenged to condense sales cycles and increase sales productivity and deal velocity. Sales enablement is designed to address these challenges.

Is Your Sales Organization Fit to Win?

Big data and predictive analytics have empowered companies to connect with customers and prospects in ways unimaginable just five years ago. Today, the emerging field of behavioral analytics is focusing the lens on internal sales organizations.

Vertical Impact: Cutting Out the Middleman

Dealer, agent, reseller or intermediary – these are all names for indirect channels that arise when third parties take over sales and logistics from other suppliers. Moving down the channel, consumers prefer these middlemen, as dealer competition results in lower prices. Moving up the channel, suppliers are typically not fond of such indirect sales methods.

The Web Is Not A Distribution Channel

I’ve spent the better part of my career growing businesses that had enormous sales and marketing operations. I’ve also seen myriad “sales enablement” strategies designed and implemented. Some were successful, many were not.

How Wearables Can Augment Your Marketing Strategy

According to CNNMoney, sales of mobile devices like smartphones and tablets are definitely still growing — but not nearly at the rate they were just a few short years ago. Does this mean consumers are eschewing the convenience of the mobile platform in favor of the traditional desktop and laptop PC of yesteryear?

How the Customer Makes a Decision

Let’s think about some of the choices you may have faced in your life. These choices can span from the very serious – should I change my college major, relocate, take a new job, or get married – to the not-so-serious – what restaurant should we go to tonight?

How to Increase Your Company’s Profit by 20 Percent

As an executive coach, I have seen all kinds of problems business owners tend to have: time management, staffing and team building to name a few. One particular issue – profitability – is a constant struggle for most executives. You may be struggling now, but read on to learn about my tips to increase profitability by 20 percent.

The Hidden Knowledge in Your UC System