Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
Tim Brown and Dan Streeter, Co-Authors, of Old School with New Tools: The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There We have all heard it. People buy from the people they like and trust. This adage has been true since the beginning of time. Even hunters […]
Sales Breakthrough Read More »
“He’s fast on his feet” or “She has a clear head on her shoulders.” “He’s definitely a thought-leader in the industry.” These current kudos pique a leader’s attention. After all, leaders look to hire, promote, and listen to those who think clearly and communicate well. But what if you’re naturally quiet and slow to speak
10 Tell-Tale Signs That Reveal How Leaders Think Read More »
Enough books have been written and enough information is available that, by now, most leaders and managers understand what they need to do to manage change in their organization. They understand the need to get buy-in, secure credible senior sponsors, persuade key influencers in the organization and communicate, communicate, communicate. Some of the more sophisticated
Managing the Pressure of Change Read More »
Claudia St. John, Author, Transforming Teams: Tips for Improving Collaboration and Building Trust A client called recently with a major worry. “We have a big problem with our customer service representatives (CSRs) not getting along with our sales people. Our CSRs are not being supportive of the new sales associates that we just hired,” she
Sales Vs. CSR—Natural Conflicts in the Workplace Read More »
Carmit Yadin, Author, “How to BOOM B2B Sales” You have an idea. You start a company. You develop, refine and produce your solution or product. You stand back and take rightful pride in your creation. Now what? You have to sell it! For many entrepreneurs sales can seem like a daunting obstacle in their path
4 Steps to Sell Anything to Anyone Read More »
The word “innovation” is such a constant in meetings around the world that it has almost become a contender for “corporate buzzword bingo.” Although it is often over-used it is not always well understood in terms of how it should be implemented into organizational culture, or even how it might be best used as a
Innovation is Actually Category Leadership Read More »
Kevin P. Glynn, Lighthouse Strategic Partners As the business owner and often lead sales producer are you just not enthused anymore? Is your sales force coming up with more excuses than sales? Bugle call! Perhaps it is now time to start retraining and motivating you and your sales force. The past several years have been
Yawn. Sales listless? Rally the troops! Read More »
Martin Limbeck, Author, NO Is Short for Next Opportunity – How Top Sales Professionals Think It’s happened to even the best sales professionals and business leaders: you give a stellar presentation and everything is going smoothly. You’re pretty sure you’ve got the deal in the bag and then it happens: the client says, “I’m sorry.
7 Ways to Handle The “Too Expensive” Objection and Close More Sales Read More »
~~I was recently asked a common question during a Q&A. “What is a brand?” Believe it or not, I get asked this question all the time, simply because the word “brand” carries with it many different definitions. Depending on what one does for a living, what they’ve heard, what they’ve learned, or how they perceive
What is a BRAND? by Scott Deming Read More »
Lewie Miller, CEO, Qvidian We’re nearly three months into 2015. Have your New Year’s resolutions begun to fade? Are your best intentions falling by the wayside? If so, you’re not alone. It doesn’t take too long for the gyms to empty out and healthy eating “cheat” days to become more and more frequent. However, while
Maintain your resolution to start a selling revolution Read More »
