Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
Leaders think strategically, understand the critical link between focus and clarity, and appreciate the value of time. So fewer and fewer are inclined to let others waste their time. Brevity has become a basic communication skill for professionals. Here are six best practices as a leader: Be brief when speaking off-the-cuff. Lectures are for the […]
Leader, Be Brief or Be Dismissed Read More »
John Ristuccia, Vice President, Professional Services, Optymyze When introducing any incentive compensation plan changes, consider these five steps to keep the sales team engaged and eager to meet their goals. At a time of constant change and ever-growing competition, a company’s sales compensation plan is one of the most powerful tools it has to improve
Five Ways to Manage Change in Your Incentive Compensation Plan Read More »
Ray Zinn, Author, Tough Things First, Lessons On Management, Leadership and Entrepreneurialism from Silicon Valley’s Longest Serving CEO The longest afternoon you will spend is at a four-way stop in a small Southern town. Shared Southern politeness will cause everyone at the intersection to insist the other three people go first. This is a failed negotiation.
Negotiating is an Art Read More »
Dave Marinaccio, Author, All I Really Need To Know I Learned From Watching Star Trek and Admen, Mad Men, and The Real World of Advertising Advertising is an intrusion. An unwanted interloper. A necessary evil. It’s the price we pay for television production and to hold down the cost of FIOS. It is the intersection of free speech
The Sweet Smell of Selling Benefits Read More »
Aaron Allred, Founder & CEO, Simple Finance We have conversations with hundreds of retailers every month, and one topic emerges in nearly every conversation: the number of customers leaving a store empty-handed because they didn’t qualify for credit. The retail business—a nearly $5 trillion per year market in the U.S., reports the Census Bureau—is riddled with
5 ways to attract more customers—and make more money Read More »
Brian W. Sullivan, co-author of SANDLER ENTERPRISE SELLING: Winning, Growing, And Retaining Major Accounts In selling, we all work with logical groupings of our accounts, both clients and prospects, to add clarity to our sales and service efforts. For example, we group by industry, account size, geography, and commercial vs. public sector. We create these
KARE for Your Accounts Read More »
Travel is essential to SME success in today’s global, hyper-connected workplace. Employees working with customers across the country or throughout the world is not uncommon – in fact, it’s quickly becoming the norm. While travel is essential to developing and maintaining important relationships, providing needed support and securing new business, this piece of your company’s
4 Ways to Make Data-Backed Corporate Travel Decisions Read More »
A number of movies have been released just in time for spring break. I have watched with amusement as the critics have taken aim at movies like My Big Fat Greek Wedding 2 and Batman vs Superman. The website Rotten Tomatoes rates films with its Tomatometer™ rating. According to the site the rating is “based
Get Out the Popcorn Read More »
Ajay Kapur, CEO & Founder, Moovweb In the coming year, we will continue to see rapid growth of mobile commerce. Here are three predictions that stand in contrast to the prevailing discussions around mobile payments, beacons, geo-targeting, Apple Passbook/Wallet, and native apps. 1. The tail will wag the dog. In-store digital strategies that drive online sales will
Three Contrarian mCommerce Predictions for 2016 Read More »
Warren Shiver & Michael Perla, Authors, 7 Steps To Sales Force Transformation: Driving Sustainable Change in Your Organization The challenges facing CEOs and other senior executives are many. In the realm of sales and marketing, much of the guidance aimed at the executive suite is focused on operating performance. However, what if a situation, such
What a CEO Needs to Know About Sales Force Transformation Read More »
