Create Value to Avoid Discounting

When does 1 percent equal 11 percent? You think “Never!” but this isn’t fuzzy math. It’s the impact you can have by changing your discounting.

The Sales Profession's Bill of Rights

Today’s sales world has changed. An unstable economy has forced corporate layoffs and other cost-cutting measures to reduce overhead, and financial uncertainty has been a catalyst in the demise of salaried sales jobs that are being replaced with a burgeoning pay-for-performance sales model in an effort to make sales departments more productive, efficient and cost-effective.

B2B sales is not obsolete!

Peter Drucker famously said that the job of marketing is to make sales obsolete. The conventional wisdom is that it’s starting to happen. Whether you call the process a funnel, a life cycle or a decision journey, marketing is said to be taking over the early and middle stages and pushing sales into a marginal role at the end, where contracts are negotiated and signed.

Your Top Performers May Be the Least Engaged

Sales insights from a gentleman thief

A recent New Yorker feature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing. The sales part left us curious (OK, the aikido and ballroom dancing did, too), so we gave him a call.

Top Performers - May-June

Nikon COOLPIX S6500

Product Review - May-June

Research continues to mount that money is not the primary motivator in the workplace — not even for salespeople. This is especially true once salespeople advance in their career and achieve a comfortable salary level through established clients and a solid commission-structured system.

Gaming the system

Few things produce a collective groan – audible or otherwise –from an offsite group than the simple phrase, “We’re going to play a little game.” Many would opt for something as sinister as a performance review rather than be forced into having “fun” with coworkers.

Offsites as relationship-building opportunities

Companies head offsite for a meeting when the task at hand is extra important. Getting away from the office can stimulate creative thinking and reinforce the magnitude of a meeting’s objectives.

You should always ask. The worst they can say is ‘no.’”

Benchmark Hospitality International, a leading hospitality management company that operates 39 award-winning hotels, resorts and conference centers, issues an annual meeting trends report each year that gets widely discussed among industry professionals. Here are some highlights from this year’s list.
•  Wireless EVERYTHING

The Payoff of Power Messaging

“Game changer” is a term that gets tossed around a lot these days in politics and business. As is often the case with trending buzzwords, this one gets used far too loosely.

5 quick fixes for first quarter sales training mistakes

Remember the sales training you ran at Sales Kickoff for 2013? Anywhere from 50 to 75 percent of sales reps missed their Q1 quota.

3 reasons your company needs a social selling strategy

  • The average midsize or large company (1,000 employees or more) has 178 social media assets (Twitter handles, employee blogs, etc.), yet only 25% of companies offer social business training to their employees. (Source:
  • LinkedIn generates more leads for b2b companies than Facebook, Twitter or blogs. Yet only 47% of b2b marketers say they are actively using LinkedIn vs. 90% on Facebook. (Source:

Moving pictures and sound – what a concept!

Russell Sparkman is President and CEO of Fusionspark Media (, a new media communications company that has headquarters near Seattle.

Event ROI Still Proves Vexing

Nearly nine in 10 surveyed brand marketers (89 percent) say events still hold some level of importance and value for their organization, with 31 percent considering them essential, according to a study issued by Chief Marketing Officer Council (CMO) and conducted in partnership with the Exhibit & Event Marketers Association (E2MA).