How to Shift to a Remote Work Model

Remote work certainly seems to be the business model du jour, with a lot of companies, large and small, singing its praises.

Your Renewal Pitches Are Backfiring – Here’s Why

“Challenge your prospects and customers” has become a selling mantra in recent years, as companies look to use edgy messaging to create the urgency to change and differentiate their solutions.

Is Your Sales and Marketing Self-Indulgent?

Is your outreach other-serving… or self-indulgent?
That question, or ones like it, seem to be at the core of internal sales and marketing conversations today. They reflect a growing worry about the ways in which both sales and marketing professionals are reaching out to clients and prospects in our increasingly connected world.

Three Trends Transforming Email Into Your Next Big Sales Tool

Email: We love it. We hate it. Either way, it’s one of the first technology tools many of us ever incorporated into our everyday routines, and today it’s a mainstay of modern life. Up until now, from a business standpoint, you’ve most likely thought of email in two ways: 1) as a basic communication tool, and 2) as a sales prospecting tool that enables your initial cold outreach efforts.

How Not to Become the Next Wells Fargo

John Stumpf had a favorite slogan: “Eight is great.”

Leaders Own Their Corporate Culture

“So you haven’t resigned, you haven’t returned a single nickel of your personal earnings. Instead, evidently your definition of accountable is to push the blame to your low-level employees who don’t have the money for a fancy PR firm to defend themselves. It’s gutless leadership.”

What Do Your Employees Want In Life?

How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you.

Addition by subtraction

As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time.

Top 5 High-Ticket Selling Tips

Being in a sales position isn’t an easy job, especially when it comes to selling high-ticket products and services. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment.

The motivation conundrum

Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making processes in best-selling books. In his latest book, “Payoff: The Hidden Logic That Shapes Our Motivation,” he explains that what drives people is far more complicated than most of us understand – and why business leaders would be wise to take a closer look.

Riding sales enablement into victory lane

There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant. Not paying attention to those details can cost you. Big time.

Millennials are not from Mars

Can we dial it back on the “what millennials want” talk?
You can’t pick up a magazine (we’re guilty) or attend a trade show these days without running into yet another discussion on the likes and dislikes of people born between 1982 and 2002 (the officially unofficial definition of millennials).
They like free snacks at work. Who doesn’t?

Could a Wells Fargo-Like Debacle Happen at Your Company?

Wells Fargo CEO John Stumpf came under harshcriticism from all sides after 5,300 employees and managers at the bank’s retail division were fired for their role in purpose­fully opening unauthorized accounts in the names of their customers in order to reach daily and weekly quotas and earn incentives.

The Greatest Closing Question Ever

A few years ago I was selling medical software to manage cases in vascular labs. I was working on a closing a $2-$3 million deal - the largest deal the company had ever seen – and I was heavy in discussions with the client. The bosses back home had made it clear this deal needed to close and soon.

The Tug of War Over Teambuilding

 “You can discover more about a person in an hour of play than a year of conversation.”

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