Sales executives are always looking for ingenious ways to motivate their teams. They stage grand kickoff meetings to announce new bonus programmes. They promise exotic trips to rainmakers. When business…
The EQ Imperative
I believe that most of us accept that the old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy post the recent financial…
How Great Companies Manage People
Good people practices confer a performance advantage. This is especially important as companies cope with a growing talent crisis and chronic economic uncertainty. But just how strong is the correlation…
Understanding the 4 Pillars of a Successful Referral
At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given…
Counting Minutes?
Imagine you have two sales people on your team. The first one makes 25 outbound calls in an hour. The other makes 35 calls in an hour? Who did a better job? Ahh… you…
Unblock Your Sales Pipeline
Yeah, yeah, we all know it’s how we’ve ‘always’ forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors’ ‘out of the box’ implementation of the…
Invest in High Value Sales Activities
High value activities are the activities that produce your most important outcomes. These activities produce the results you are measured on, and they are the difference between success and failure.…
Identifying New Market Opportunities
Most market sectors today are comprised of a diverse range of niche players who have varied needs and business drivers. Companies that target any market as one broad vertical run…
What’s In It for the Customer?
Leaving the business case in the hands of a buyer or sales person can negatively impact sales. According to IDC’s annual 2012 Buyer Experience Study financial justification/ROI is critical to…
Be a Better Delegator
Swamped at work? Just delegate effectively to increase your productivity. According to a recent article in Fast Company by Dave Lavinsky, you need to focus only on the items that…