After 20 years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how cold calling is dead, it’s simply not
Portland-based consultancy Happy Brain Science may sound soft and fuzzy, but founder Scott Crabtree says everything he shares with clients about employee engagement is founded in proven scientific research.
A lot of companies make efforts to increase engagement, but they don’t have the formal mechanisms to plan it and track their progress, says Autumn Manning, co-founder and CEO of YouEarnedIt, a technology company that provides a platform (software as a service
The new year is a great time to let bygones be bygones and embrace some new sales and marketing strategies that will set you up for a more profitable 2017. If you’re not sure where to focus your efforts in 2017, use this list of resolutions as a guide.
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.
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.
In 1984, Jim Koch, then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America.