To Hire the Best, Forget the Fat Rolodex and Big Deals
Conventional wisdom says you can’t go wrong hiring the sales veteran with the heftiest Rolodex and a record of gold-plated sales deals. But if...
To Sell Better, Make ‘Em Laugh
Laughing releases oxytocin, known as the “bonding hormone,” into the body’s system. When a salesperson and customer laugh together it builds trust and empathy...
Inside the Mindset of Users and Non-users of Incentive Travel
When Sales & Marketing Managementmagazine and the Society for Incentive Travel Excellence (SITE) Foundation initiated a comprehensive survey on the use of incentive travel, they...
Unlocking Hidden Revenues from Current Customers
When sales leaders seek growth, many turn first to new avenues – new customers, new geographies, new products and other untapped sources of revenue....
Today’s Video Platforms Extend Employee Engagement Initiatives
Business markets today move at lightning speed, and companies are looking to experts to help them leverage new video technology to make them more...
When Can You Trust Salespeople’s Opinions?
“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right.
If a salesperson tells me something will...
Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements
It’s a far too common scenario: You build the capability of your marketing department by hiring agency support but then find yourself buckling under...
3 Principles for Earning the Status of Trusted Advisor
While it is all well and good – even honorable, really – to associate selling success with being a trusted advisor, what does it...
Anticipation
Not long ago, I was conducting a leadership conference with a number of managers and sales executives. At the meeting, one of the managers...
Say it with Stick Figures
The Picture Superiority Effect says concepts are much more likely to be remembered if they are presented as pictures rather than as words. In...
