Finding the Employee Ignition Switch

If your brand’s position in the market leaves something to be desired, it’s natural to look at any number of areas for improvement – everything from the effectiveness of your management team to the impact of your marketing dollars and where you’re spending them.

6 Sales Assumptions That Have Big Costs

Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. But what if their assumptions are wrong? Your company risks losing critical business.

Questions are the Answer

Baseball pitchers and salespeople both face the same question over and over: “What have you done for me lately?”

The better question for a sales manager to ask salespeople and for a baseball manager to ask players is, “What have I done to help you lately?”

Five Common Afflictions of Sales Teams

I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessary hurt the sales effort, but if allowed to progress to extremes, or if multiple conditions exist at once, they can be extremely harmful.

3 E-mail Marketing Mistakes to Avoid

E-mail is a powerful marketing tool. That said, the full benefits of e-mail marketing are only truly realized when it’s used as part of an overall marketing strategy, as opposed to a vehicle for one-off messages.

Who Are You After?

A deeper look at sales training provider capabilities

When evaluating a potential sales training partner, there are a host of considerations and trade-offs. Best practices in evaluating sales training companies shows us that an objective assessment of a provider’s capabilities against your requirements is essential.

IMRA iPad Winner Drawn

What Happens When You Lead By Example

“I have people who will run through walls to get something done for Jerry.”

-- Pete DeRaps, area merchandizing manager, Sure Winner Foods

If you wish your team would work harder, produce better results and show initiative, start by looking in the mirror and ask yourself:

Inbound Marketing Leads: Better Payoff, Less Cost

Among companies with outbound marketing-dominated strategies — those that spend more than 50 percent of their lead-generation budgets on outbound marketing channels — the average CPL was $346 as of January 2012.

Three steps to increased innovation

Innovation and new ideas can’t just come from corporate leaders or the executive level.

Innovation must be an “all in” proposition, says business innovation consultant Stephen Shapiro (steveshapiro.com). He lays out three core steps to achieving that:

The Mind Plays Tricks on Salespeople

What sales really needs from marketing

Before she became a leading sales coach, author and consultant, Jill Konrath was a regional sales rep for a major computer maker whose office was in the same city as the company’s headquarters. Whenever a new product was introduced, marketing kicked off its road shows with Konrath and her colleagues.

Better meetings through technology

If you want to start your meeting with a twist that will raise some eyebrows, Jon Petz recommends trying this: “Hey everyone, please make sure your phones are out and on.”

Lessons learned from a father’s letters

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