Wring Inefficiency from Your Proposal Process and Win More Business

When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. They describe a mad dash to deadlines. It’s not uncommon to have 12 to 24 hours to turn around complex responses, but even with the relative luxury of a few days or a week, many sales executives aren’t confident in the quality or consistency of what’s headed out their door.

Correct Course Now: 10 tips to keep 2017 on track

You know what they say about best-laid plans, right? Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? What happens when things don’t always go the way you intended?
Here are 10 things you can do to get back on track.

Wring Inefficiency from Your Proposal Process and Win More Business

When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. They describe a mad dash to deadlines. It’s not uncommon to have 12 to 24 hours to turn around complex responses, but even with the relative luxury of a few days or a week, many sales executives aren’t confident in the quality or consistency of what’s headed out their door.

Correct Course Now

You know what they say about best-laid plans, right? Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? What happens when things don’t always go the way you intended?
Here are 10 things you can do to get back on track.

5 Tricks to Convert Your Average Sales Reps Into Sales Ninjas

Research shows that 55 percent of people selling are in the wrong profession. Another 20 to 25 percent have the essential attributes to sell, but they should be selling something other than what they are currently selling. An efficient salesperson is one with many impeccable characteristics.

Top Performers Can’t Be Ignored

When it comes to coaching, most sales managers either devote their time to rescuing the worst players or gravitate to the best players. In “The Sales Manager’s Guide to Greatness,” author Kevin F. Davis says studies show the biggest payoff from coaching comes from working with the people you may think of as your “B” players.

Why Sales Is a Great Entry-Level Job

“Nothing happens in business until somebody sells something.”
A boss I had early in my career made that comment to me. Now, 30 years later, I truly understand the brilliance of that simple statement.

It’s All About Your Buyer’s Situation

The great persona crackup continues.

Does Trump fit into your customer conversations?

A 2017 survey of 500 full-time employed Americans commissioned by BetterWorks, a California-based software company, finds that workers report spending an average of two hours per day reading political social media posts.

Lead or get out of the way

U.S. President and five-star general Dwight D. Eisenhower used a simple exercise to illustrate the art of leadership. He laid an ordinary piece of string on a table and explained, “Pull the string and it will follow you wherever you go. Push it and it will go nowhere at all. It’s just that way when it comes to leading people.”

The Hidden Impact of Poor KPI Selection

On September 8, 2016, Wells Fargo announced it would pay the largest penalty ever - $185 million in fines – since the inception of the CFPB in 2011.

11 Bad Habits that Can Destroy Your Inside Sales Productivity

Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating.

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.

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