A super power for sales pros

In sales training on questioning skills, I ask reps in the room to choose a super power that would help them increase their performance. It’s a fun question and lets people imagine, well, unimaginable success.

Top Tips When Taking A Client to the Super Bowl

There’s a reason companies spend billions of dollars each year on client entertainment: it works. Taking prospects and clients to a game can be a powerful way to deepen and advance your relationship. And when you take them to a once-in-a-lifetime event like the Super Bowl, the potential return can be limitless.

A Marketing Tool that Should be in Your Mix

Business leaders often question how public relations can help them close sales. Digital marketing and advertising feel reassur­ing because the results are more quantifiable. But let me ask you a question: When you’re surfing your favorite news site, are you more likely to validate what you see in an article or an ad?

3 Sales Management Blunders You Must Eliminate to Hit Quota Consistently

Deny first and blame others second. Sound familiar? Unfortunately, that is often the stance sales managers take when their numbers come up short. And once this happens, sales rarely trend upwards because sales teams thrive in competitive but supportive atmospheres—not ones littered with finger-pointing and ‘it’s not my fault’ attitudes. As the old saying goes, it starts at the top.

Avoiding Sales Burnout

After 20 years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how cold calling is dead, it’s simply not – no way, no how.

4 Tips to Get Sales Reps on Board with Account-based Marketing

Sales and marketing executives like to latch onto trendy initiatives and programs, sounding like a “Buzzword Bob” every time a new methodology hits the mainstream. Every few quarters, the profession of selling is upended by another trend that, for better or worse, promises to be the next pathway to every rep’s accelerators.

How to Build a Sales Readiness System to Fuel Growth

As a sales or sales enablement leader, you know quite well that it’s not easy to properly select, prepare, manage, lead or change a sales force.

How Microfunnels Can Score a Bigger Holiday Bonus

When the holidays come around, there’s a standard soundtrack of 80s holiday hits: John Lennon, David Bowie, Bing Crosby, and Wham! fill your ears practically all of December.

Get social or get left behind

Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.

The upside of employee pushback

Are your employees engaged enough to push back against your company’s questionable strategies?

The Numbers Attached to Disengagement

Portland-based consultancy Happy Brain Science may sound soft and fuzzy, but founder Scott Crabtree says everything he shares with clients about employee engagement is founded in proven scientific research. He cautions that it’s wise to be a little wary about the warnings from consultancies such as Gallup and Hay Group about the risks of employee disengagement.

4 Pillars of a Highly Engaged Work Force

A lot of companies make efforts to increase engagement, but they don’t have the formal mechanisms to plan it and track their progress, says Autumn Manning, co-founder and CEO of YouEarnedIt, a technology company that provides a platform (software as a service) for real-time recognition.

Mind the GAPs to Increase Engagement

Scott Crabtree of Happy Brain Science offers the mnemonic device "Mind the GAPs" to help business leaders remember how to improve workplace engagement.

6 B2B Sales Resolutions Worth Making in 2017

The new year is a great time to let bygones be bygones and embrace some new sales and marketing strategies that will set you up for a more profitable 2017. If you’re not sure where to focus your efforts in 2017, use this list of resolutions as a guide.

Next-Level Sales Training: It’s Time to Coach the Coach

According to new research from CSO Insights, only 56 percent of sales representatives today meet or exceed quota. Meanwhile, in 61 percent of companies, reps take seven months or more to ramp up to full productivity. Even then, they spend only about one-third of their time actually selling.

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