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

Companies Create New Strategies to Respond to Brand Bullying

Finding news stories, blog posts and other content about “the problem with user reviews” isn’t hard. Reviews and rankings connect with so many disciplines – marketing, hospitality and increasingly lawyers and legislators – that virtually everyone now has a stake in them.

Can Millennials Sell?

Stereotypes about generations of people are nothing new, necessarily.

Social Stalking Is Not a Sales Strategy

It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation:

6 Lessons on Partner Management from ‘The Martian’

In the movie “The Martian,” Matt Damon’s character, Mark Watney, is teetering on the razor’s edge. He has extremely limited resources and one slip could be the difference between survival and failure. The same is true of many channel partners whoteeter on the edge of business survival.

Known Knowns and Other Unknowns

Several years ago, Donald Rumsfeld, then Secretary of Defense, spoke about “known knowns, known unknowns’’ and the dreaded “unknown unknowns.’’ Rumsfeld omitted one category, however, and that is unknown knowns.

4 Client Behaviors That Mean Your Proposal Needs Work

You’re at the proposal stage and, so far, everything appears to be on track to make the sale. That’s why it can come as a huge shock if the deal doesn't close. It will leave you wondering where things went wrong. Here are a few of the most common indicators that it was your proposal that failed to seal the deal.

Are you marketing to gain or pain?

There are two primary motivators of human behavior: gain and pain. A number of studies have shown the psychological fear of losing something or experiencing pain is twice as strong as the potential to gain or improve something.

Customer relationships start at the close

There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale. The post-sale relationship is a Bermuda Triangle for many companies — customers are lost and no one can quite figure out why.

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