Some advice on sales training RFPs

It’s a bad idea to have a training company actively selling in your organization while requirements are being defined.

Defeating discouragement, the No. 1 sales momentum killer

In his latest book, “To Sell Is Human,” author Daniel Pink extols the importance of “buoyancy,” stating that the “broadening effect of positive emotions has important consequences for moving others.”

Top sales teams see beyond paychecks

Getting beyond ‘Tell me more about yourself’

Inc. magazine asked executives for their favorite interview questions. “Everyone has them. And everyone wishes they had better ones,” says writer Jeff Haden. A few favorites:
If we’re sitting here a year from now celebrating what a great year it’s been for you in this role, what did we achieve together?

New prospect: so now what?

When your reps meet new business prospects, what do they do next? It feels like Sales 101, but have you implemented a follow-up process? Have they walked you through it lately?

Sales gets increasingly scientific

Social’s missing link

A study conducted by Satmetrix in mid-2012 revealed that less than half of the companies it surveyed tracked and followed up on customer feedback in social media. An astonishing 28 percent do not track or respond, leaving customers to question their value to the businesses that they support. That lack of acknowledg­ment or engagement leaves the door wide open to competitive courtship.

The Good, Bad, and Ugly - Social Media’s Impact on your Brand

There’s no denying that social media has taken the world by storm. Facebook, LinkedIn and Twitter boast millions of users. Social media is a huge engagement, staffing, retention and increasingly, branding tool. It’s at the foundation of what I call tri-branding. Tri-branding is when companies use social media to link both product and employment brand, as well as to get their customers to sing their praises or live their brand.
The Good

Move from Babysitter to Coach

Most sales managers feel some resentment toward their teams at some point in their careers. It’s unfortunate, but understandable – particularly when the team isn’t meeting sales targets. And to make matters worse, most sales managers feel they can sell better than many of their team members.

Is Your Sales Engine Working?

The sales pipeline is the lifeblood of any business. It’s a well-known fact: organizations live and die by the numbers, regardless of the product, service or solution. So, the defining question for any company is: Is your sales engine working?

Heard about the girl who fell off a London bridge?

We’ve all heard the adage that stories sell, but did you know that claim has been scientifically proven? Jerome Bruner, a cognitive psychologist, said that a fact wrapped in a story is 22 times more memorable.

Dancing lessons

Rebuilding a B2B Brand

Whether as a result of a merger, acquisition, divestiture, new CMO or other major catalyst, you may be involved in an effort to refresh or rebuild your B2B brand. In today’s sales and marketing environment, it’s a bigger challenge than ever before. But it also has a much higher potential impact on your business.