How to Turn Sales Losses Into Wins (Part II)

Editor’s Note: This is the second part of a two-part article. Part I can be found here.

When a sale goes to the competition, sales managers are left asking “Why didn’t we win?” and “What do we need to do differently?”

Snippets of business brilliance

Brian Tracy is among a handful of business thinkers who can be mentioned in the same sentence as Peter Drucker and Tom Peters.

Top Performers - July-August

Nikon D5200 

9 out of 10 companies are not optimized for mobile search

A handful of large companies are doing a good job of optimizing content for mobile searches, but a whopping 94 percent of the Fortune 100 risk having their rankings downgraded once Google implements new mobile SEO guidelines, according to a report from Pure Oxygen Labs (PureOxygenMobile.com), a mobile marketing consultant.

Write your sales technology plan

Many decisions you make about your sales technology, such as the choice of hardware and software tools, are likely to be costly or cumbersome to change later. When outlining your technology plan, consider the following:
•  Keep in mind how the sales organization might grow or change.

Pressing the Sale

Product Review - July-August

All the buzz
Smartphones are amazingly versatile tools for work and play, but there are times when we want a little more from our audio or photos than they can provide. As incentives for hitting stretch goals, cameras and electronics remain one of the most effective means of motivating your teams.

We’ve lost that ‘go for it’ feeling

Too much risk-taking can be dangerous, but U.S. businesses both large and small appear to be mired in a risk-averse mentality, according to leading economists.

Tips to keep your teams in top condition

What keeps leaders up at night?
You could spend a weeklong workshop answering that question. Nicole Lipkin, an executive coach and frequent media commentator on business leadership, wrote a book of the same name (AMACOM, 2013).

8 ways to insure a sales meeting will be a disaster

  1.  Publicly make a bad example of one sales rep.
  2.  Let someone humiliate one of your sales reps.
  3.  Concentrate on administrative forms and policy, etc.
  4.  Try to put on a meeting without a plan.
  5.  Don’t let the sales team talk or get involved in the meeting.

Let the meeting come to you

While we’re big proponents of meeting face-to-face, it’s clear that scattered teams and hectic business schedules don’t always allow for that.

Conference rooms and commutes not required

In an era of global teams and remote workers, the loss of in-person communication may take a toll on collaboration and connectivity.

How to make meetings matter

Whether you plan a weekly sales meeting in the office or have a hand in creating the agenda for the annual, multiple-day offsite, you understand the challenge of keeping participants engaged and making meetings matter. No surprise, there is no shortage of advice in this area.

Offsite’ is not a four-letter word

Smart managers are making meetings more meaningful
Rubber chicken. Endless speeches. Budget-breaking centerpieces. Sound like an event you’ve attended? Too many corporate events don’t yield the ROI that Cassie Brown, CSEP, knows they should.

Helping sales make a good story even better

“We always knew we had a good story, we just didn’t know how to tell it.”

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