Are Your Salespeople Afraid?
I know, it sounds a bit silly. Afraid of what?
Well, here is the thing. In my experience, many salespeople are actually afraid of rejection....
6 Ways to Use Call Analytics to Optimize Marketing and Sales
Marketers spend around $20 billion each year on Web and CRM analytics. That’s a lot of cash
Marketers know analytics ranging from website abandon rates...
Make Monday Morning Meetings Count
When Acumen Management Group undertakes consulting engagements with clients, we always sit in on their Monday morning sales meetings. We know that these gatherings...
Sales Strategies for Uncertain Times
Many companies have taken cost-cutting initiatives over the last few years. In uncertain times, some leaders carefully select their growth opportunities and position themselves...
Product Review – September
You’re aware of the benefits of giving business gifts at the holidays and you may have reasons of your own as well. It never...
The Employee Engagement Enigma
Fay Beauchine has seen the concept of employee engagement and workplace motivation evolve. In tackling the duties of various executive positions at Minnesota-based Carlson...
No One Buys Price
When coming to an agreement about the value of your product or service to a prospect, dropping price is a shortcut to building value;...
Performance reviews come under review
Many business leaders use crowdsourcing for idea generation and problem solving. Now, some HR directors and employee engagement specialists are promoting crowdsourcing — the concept that...
Targeting Top Prospects
When charged with acquiring new business, the natural and essential first questions are: “Where is the business going to come from?” and “Who should...
What Can and Cannot Be Controlled In Sales?
The concept seems like a no-brainer: Sales reps cannot control customer buying – they can only influence it. How they do this is the...
