Are you marketing to gain or pain?
There are two primary motivators of human behavior: gain and pain. A number of studies have shown the psychological fear of losing something or...
Customer relationships start at the close
There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale....
Top Tips for the Modern Day Cold Call
Nine. That’s the number of attempts it usually takes to reach a cold prospect. Yet too many salespeople give up after two or three tries And...
Teambuilding Takes a Right Turn
It is uncanny how life events so often intersect with a topic I am writing about in this magazine, or maybe it’s just evidence...
Earning the Right to Close
One of the common complaints I’ve heard from sales executives is that their people aren’t strong closers. To me this is a reinforcement of...
Five Quota-Setting Methods (And How to Determine What’s Best for Your Business)
Every year we ask sales leaders, “What’s your biggest challenge with sales compensation?” and every year we get the same answer: quota setting. Quotas...
VR, Beacons and Show Floor Tracking
The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other...
The War Room and What It Can Tell You
So there we were… the War Room.
Our Fortune 100 client was showing us the sequestered conference room where their senior leadership gathers weekly to...
Stop the Launch! 4 Reasons to Avoid a Company Opening Event
Every entrepreneur needs a healthy amount of self-esteem. After all, if they didn’t believe in themselves, they wouldn’t bother launching businesses.
But there’s a difference...
Discovering Buyer Insights Through Perception
The following story derives from conversations with “Pat,” a sales team member, after our several interactions with a customer in the medical equipment industry....
