Money for nothing

For several years running, this publication and its predecessors have published an annual cover feature extolling the benefits of non-cash incentives as performance boosters. Internally, we refer to it as our “bash cash” issue.

Getting Your Employees to Commit to Customer Service

It’s a business no-brainer that happy employees make happy customers. But how do you get happy employees that deliver the best possible customer service? It requires employees to move beyond simple compliance of workplace rules and become truly committed to the jobs they do. And moving people to commitment requires positive reinforcement in the leadership system.

Speed It Up, Boys!

It has to be one of the funniest sketches ever. A dozen times I’ve watched Lucy in the chocolate factory, and I still laugh. The faster the production line goes, the more chocolates she stuffs in her mouth, blouse, and hat.

The Two Biggest Mistakes of Product and Company Naming

In the last week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating these mistakes.
1. Use as few names as possible
MIT graduates raising money on Kickstarter for a compact, lightweight universal power adaptor named their company FINsix and their product Dart. What’s the problem?

Embrace your Negative Nancy

No one likes a naysayer, but sometimes she can be the most valuable person in the room.

Time for Sales Managers to Tip the Boat

Low performers, mid-level performers and even high performers need ongoing management. It does not assume high performance, and once high performing, does not assume it will always continue. Everyone needs to be managed on a consistent basis. In sales, the goal of ongoing management is participation rate. 

The Secret to Channel Success: Quit Excel

A lot of channel programs are still being managed with Microsoft Excel spreadsheets. It’s far more common than you’d expect, even in some of the larger companies. There’s nothing wrong with using spreadsheets for managing a small program, incentive or campaign — or even analyzing a set of data.

The Brain Is a Lazy Decision Maker

Do you believe prospective buyers are generally rational? Do you assume that the more information and evidence you pile on them, the better your chances of winning the sale?

Plugging the Brain Drain

Kindergarten Closer

Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even chose a career?

Why You Shouldn’t Hide Your Marketing Budget

It’s interesting to see how different people handle the discussion of money when it comes to designing their marketing collateral or a new website, for example. Some remain tight-lipped and protect that secret budget at all costs, while others are an open book on all kinds of numbers and the type of solutions they’re looking for.

Who’s In Charge?

What industry has had to change, adapt and overcome more in the last five or so years than the financial services industry?  Maybe healthcare, but I would say they are a close second when you think about the regulation, fluctuations in the economy, consumer attitude, etc. that daily impacts our financial services world.

Does Lead Scoring Miss the Point in B2B?

Although we sometimes forget, the business-to-business (B2B) market is very different from the consumer market. For starters, most business purchases are rational rather than emotional, so your appeal needs to be more left-brained than right.

Making Big Data Work for B2B Sales

Retail salespeople always seemed to have it a bit easier than B2B salespeople: the price is on the tag, take it or leave it.

How Pay-Per-Lead Marketing Can Ruin Your Business

Have you ever been asked to work on a pay-per-lead basis? Some potential clients call it a “performance basis.” Others euphemize it as “partnering.” But what they inevitably say is that, “If you’re so good, why not put some skin in the game?”

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