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 »
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 »
John Pierce, Author, Sell More and Sleep at Night – Developing Relationships with Emotional Intelligence to Increase Sales Senior leaders have learned there are many reasons for stalled sales and missed goals. Today we explore two concepts that can keep senior leaders better informed and help increase company sales: 1. The Math “The Math” is an
The Math & Diversified Sourcing Read More »
In management, as in sales, who should be making the commitment—you or your buyer? If you said you, you will want to change your ways. You are caught up in traditional management and sales techniques and need to do the opposite. The opposite to making a commitment is gaining a commitment by engaging and empowering
Are you making or gaining commitments? Read More »
If you are a small business owner, independent contractor, or have any career in which you predominantly work for yourself, you’ve probably experienced a time when you’ve been without clients or otherwise out of work. This is always incredibly stressful; even if you’ve got money in the bank, at some point you can’t help but
Dedicate 20 Percent of Your Time to Less Stress and Higher Prices Read More »
Meridith Elliott Powell, Author, Winning In The Trust & Value Economy When the economy started to struggle in late 2008, so did the consumer—emotionally, as well as financially. At first, consumers, like businesses, contentedly waited for the economy to bounce back. But, as the bounces took longer and were far less impressive than expected, consumer
Winning Over Consumers in Today’s Economy Read More »
Greta Schulz Today CEOs are in a quagmire. They are finding themselves running their businesses, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you would like to make it
5 Things Every CEO Needs to Know Read More »
Reality (in business) is often looking in the mirror but wearing an invisibility cloak. We look straight past our current situation without seeing what we’re doing in our daily role. Because we’re invisible (going through the motions), we often miss what’s really going on. This story is specific but in reality it’s more common than
Invisibility Cloak Management Read More »
