May 12, 2014 12:00 AM
One of the deadliest sins in most messages and sales presentations today is the tendency to say too much. Everyone in your company with an opinion weighs in on the story and, presto, you have a bloated story that pleases internal powers, but actually confuses and frustrates your customers.
May 7, 2014 12:00 AM
As sales professionals, you know more often than not you are going to have to wait on many of your deals to close. Today’s clients take longer to make a decision, prolonging the sales cycle and increasing our stress. The new economy may have brought new opportunity, but it has also brought a new set of challenges. Why? Because this new economy is what is known in the industry as a shifting economy; and a shifting economy is an uncertain economy.
May 5, 2014 12:00 AM
Most people view James Garfield as a mere footnote in history, that is, if they recognize the name of the 20th U.S. president at all. However, there are some valuable lessons to be learned in history’s dusty corners that apply to today’s business world.
May 2, 2014 12:00 AM
A speaker featured in a recent webinar asserted that a channel loyalty program should include game theory, because a survey showed that 28 percent of programs now include gamification. Trouble is, game theory and gamification are not the same thing. For starters, let’s look at the definitions:
May 1, 2014 12:47 PM
All great leaders solve great problems, says Dan Rockwell, who blogs on the subject at LeadershipFreak.wordpress.com. Leaders shine lights on painful gaps. Problems are gaps between what is and what should be. The bigger the gap the bigger the problem.
Short-sighted leaders sweep problems under the carpet. Successful leaders confront the inclination to ignore uncomfortable topics, situations and circumstances.
May 1, 2014 01:07 PM
Compensation plans shouldn’t be developed in a vacuum. You’ll need to factor in variables such as new product launches and major promotions, as well as consider your personnel structure.
Ken Thoreson, president of Acumen Management Group, Ltd., a sales consulting firm, offers these pointers:
May 1, 2014 12:41 PM
Alex F. Osborn, an advertising executive, popularized the term “brainstorming” in the 1950s. Christian Madsbjerg and Mikkel B. Rasmussen, authors of “The Moment of Clarity: Using the Human Sciences to Solve Your Toughest Business Problems” explain that Osborn was frustrated with the lack of imagination in his employers’ ideas for ad campaigns.
May 1, 2014 12:35 PM
In recent years, the media outlets that bring sports coverage into our homes — and the sports teams themselves — have been swallowed up by corporate conglomerates. Now, the business of bringing corporate groups to experience iconic sporting events live is following suit.
May 1, 2014 01:14 PM
The discussion on “creating a corporate culture” is a never-ending one, but there’s no arguing that it includes recognition and humor. These non-cash incentive ideas from our advertisers are a great start on the former; the charts and excerpts from “The Curriculum: Everything You Need to Know to Be a Master of Business Arts” by Stanley Bing is a fun jump into the latter.
May 1, 2014 12:33 PM
Businesses have been bringing groups to popular events for decades and the most common mistakes haven’t changed.
May 1, 2014 01:06 PM
There are three basic building blocks at the highest level of sales compensation. A salesperson’s base salaryand target incentivecombine to create one’s Target Total Compensation (TTC), or the cash that a salesperson should earn for hitting quota. The third building block, upside potential, defines the incentive beyond target that a high performer can earn for exceeding individual goals.
May 1, 2014 12:38 PM
How can live events like the Super Bowl or the Masters Tournament be the backdrop for a once-in-a-lifetime experience for your top performers or key clients? The question answers itself in many respects, but Mark Cuban, owner of the NBA’s Dallas Mavericks, answers it better.
May 1, 2014 12:00 AM
For several years running, this publication and its predecessors have published an annual cover feature extolling the benefits of non-cash incentives as performance boosters. Internally, we refer to it as our “bash cash” issue. To be sure, a substantial amount of research supports the argument that most employees are more engaged in an incentive program and work harder to reach goals when desirable non-cash incentives are offered instead of cash.
May 1, 2014 12:05 PM
Three-fourths of salespeople complain about losing a sale because the price was too high. Three-fourths of them are wrong, says sales guru Jeffrey Gitomer (gitomer.com).
May 1, 2014 12:55 PM
Luxury is getting a facelift and it’s impacting the incentives that companies use to motivate their work force. High-end fashion, handbags, jewelry, housewares and other goods were once targeted primarily to middle-age consumers — mostly women. But that demographic continues to spend conservatively, pushing marketers of luxury goods to broaden their target audience to include Millennials and Gen Xers.
May 1, 2014 12:09 PM
Let’s start with some housekeeping.
In the March/April issue of Sales & Marketing Management, I looked at consolidation within the sales training industry, focusing on a recent conversation I had with Joe Terry of Corporate Visions, a company that is quickly growing through acquisitions.
May 1, 2014 12:19 PM
A whitepaper with a strong title that is publicized well is like catnip for B2B marketers. But should businesses seeking qualified leads offer content freely or provide “gated” whitepapers, which require interested parties to fill out a contact form in order to access the information they seek. Mark Ryan of online marketing news site ClickZ (clickz.com) says there are arguments for both.
Advantages of gated content:
May 1, 2014 12:00 PM
What happens when someone tells you that solving a problem is urgent to your welfare and/or the welfare of your business? How do you know if someone else’s urgent is your urgent?
May 1, 2014 12:02 PM
Most of the discussion around social media is focused on consumer marketing and not about reaching other businesses. In a recent post on SocialMediaToday, Steve Minks, co-founder of IceSugarMedia (IceSugarMedia.com), an integrated solutions digital media consultant, offered his view on the value of the various social media outlets for B2B marketers.
May 1, 2014 01:03 PM
Within five minutes of announcing an incentive plan, someone on your sales team starts to find ways to game it, says Christopher W. Cabrera, author of “Game the Plan: Every Sales Rep’s Dream, Every CFO’s Nightmare” (River Grove Books, 2014). Cabrera is the founder and CEO of Xactly (Xactlycorp.com), a provider of cloud-based incentive compensation and performance management solutions.
May 1, 2014 11:59 AM
Emailing a prospect before making a cold call has become a popular remedy for salespeople who are trying to “soften the blow” of a sales call and, frankly, avoid the pain of hearing “No, thanks.” But an email before a call is not a remedy for making more contacts and sales, says Michael Pedone, CEO of SalesBuzz.com, a provider of online telephone sales training.
April 30, 2014 12:00 AM
It’s a business no-brainer that happy employees make happy customers. But how do you get happy employees that deliver the best possible customer service? It requires employees to move beyond simple compliance of workplace rules and become truly committed to the jobs they do. And moving people to commitment requires positive reinforcement in the leadership system.
Employee engagement has been identified by as a key driver of your company’s profitability and human performance. Sadly, only 15 percent of employees say they are “actively engaged” at work.
April 28, 2014 05:06 AM
It has to be one of the funniest sketches ever. A dozen times I’ve watched Lucy in the chocolate factory, and I still laugh. The faster the production line goes, the more chocolates she stuffs in her mouth, blouse, and hat. The supervisor checks in and, finding a clear conveyor belt, compliments Lucy, then shouts, “Speed it up, boys!” while the camera gives us a close-up of Lucy’s horrified face.