A Passion for Beer and Staying Independent

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.

Is flying solo the way to go?

Last year, the Incentive Federation reported results of a research study showing that 84 percent of all U.S. firms use non-cash incentives in some manner to motivate and engage their workforce. According to the same study, 45 percent of all businesses using non-cash rewards use incentive travel awards in some manner.

Frothy insights

I plead guilty to enjoying a cold beer or two, and I’ve watched with amazement as the decade-long bull market in the craft beer industry shows no signs of abating.

5 Sales Mistakes to Avoid in the New Digital Environment

Now that everything and everyone is online, we live in a world of information overload. Getting people’s attention is harder than ever. With so much access to choice and knowledge, customers are taking their purchase journey online, where the influence of salespeople matters less and less.

3 Things Great Sales Managers Do Differently

Whenever I meet with sales managers, I ask them to do a quick exercise where they grade each of their reps on two factors: skill and attitude. After talking about the insights this gives the managers into their reps’ development needs, I challenge them this way: “This is a report card on your salespeople, right? …Wrong!  It’s actually a report card on your sales leadership.”

Creating a High-Five Culture

The average annual household income in the United States is $56,516. For the top 5 percent of households, it’s $159,619 and for the 1 percenters, it’s $380,354. In our company, we are only interested in hiring associates who aspire to be 5 percenters or better. We call them High Fivers, and we have a system to help them get there. Our associates averaged $221,485 in gross commission income (GCI) in 2016.

Ghost In the Machine: Marketing, Machine Learning and Artificial Intelligence

The current dialogue around machine learning – the ability for a computer to accumulate and adapt to new information without human intervention – tends to focus on either the accessible, high-concept innovations like driverless cars and robot chefs, or jargon-heavy discussions about algorithms and Bayesian networks.

Four Marketing Pillars to Build a Business as Strong as The Parthenon

Dating back to Ancient Greece and Egypt, monumental structures have relied on the strength of stone pillars, working together to support an immense amount of weight and pressure. Over the past 2,500 years, the Parthenon has been rocked by earthquakes, blown up by exploding gunpowder and suffered severe fire damage, yet it and its pillars still stand today.

4 Ways to Avoid Death by PowerPoint

At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic. Picture it: you’re in a conference room, lights are low and you are listening to a colleague talk about the bullet points on the screen. First, you notice that your eyes are starting to feel heavy.

Choice: The Key Ingredient In Your Incentive Program

People value choice in all aspects of their lives. Incentives and rewards are no different. Your sales teams and sales partners are vital contributors to your business and appreciate decision-making autonomy just like everyone else. Provide them with effective motivation and thanks via rewards and incentives programs they can tailor to their liking.

4 Steps to a Sales-Boosting Account-Based Marketing Program

When sales and marketing combine their expertise, ABM can be remarkably effective. For example, my company, ZoomInfo, implemented an ABM campaign that expanded the pipeline for a product by 114 percent and enlarged its customer base by 30 percent in a mere 90 days.

In the Cloud Age, Sales Is a Team Sport

Sales is stereotypically thought of as an extremely individualized occupation. The clichéd salesperson of popular lore is a competitive, single-minded loner who is constantly out-of-pocket chasing deals on the golf course.

20 Time Management Tips for Full-Cycle Inside Sales Reps

Many sales teams utilize full-cycle inside sales reps who are responsible for the entire customer cycle from prospecting to close to renewal. This type of sales structure has its pros and cons. 

Marketing and Sales Alignment Starts With a Common Technology Stack

Even before technology and automation upended marketing and sales processes, the two groups struggled to collaborate effectively. The conflict tended to center on issues like handoffs and messaging. Now the teams can’t even agree on reality as reflected in data. That’s a problem, and it won’t be resolved until marketing and sales agree on a core technology stack.

Pre-game To Improve Sales Performance

So often in sports we learn about how one team prepares for the other. They watch the films and listen to the interviews that are conducted by the media to see if they can pick up a couple of clues or tendencies that will lead to a victory.

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