The games salespeople play: gamification enhances CRM software

What’s the point of investing in one of the most highly regarded and ubiquitous customer relationship management systems if your sa

The Law of 100’s organizational applications

FAST Company executives say their work with hundreds of companies indicates a balance of quantitative and qualitative measures works best. These measures can inform your own evaluation of organizational value.

Hard (Quantitative) Measures

The hands-off approach to leadership

In welcoming this year’s incoming freshman class and a handful of transfer students at a convocation, Macalester College President

Clearing the clogged funnel

What’s wrong with your sales training program?

“Somehow, ‘successful’ sales training has become associated with a thick binder of material the salesperson lugs home from the clas

The best sales books you’ve never heard of

Did you think that hot new book that’s being hyped all over the Internet will reveal the secret to overcoming all of the selling cha

Confirmed Killers

“Hi, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you’d like to cancel?”

Research shows males may multitask better than their female counterparts

Here’s your counterintuitive research finding for the month: Thanks to better spatial-reasoning skills, men have an edge over women in multitasking, according to a new study.

Why a 5-year-old could whup your sales team

When a colleague brought her 5-year-old son, Tim, to a summer league softball game recently, sales coach Kelley Robertson ( said just observing the energetic boy through the length of the game provided several insights on what most salespeople can do better.

Making more of follow-up voicemail messages

If a rep leaves a voicemail message for a new prospect first thing in the morning and gets voicemail again on a second attempt late

Preparation prevents sales pitch panic

Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (, a sales consultancy.

Targeting the right executive for the complex sale

For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for

Upgrading to brain 3.0

Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an oper

When the boos must go all the way to the top

The boys of summer are almost ready to put away their bats and gloves.

In targeting new business, less is more

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of