Few areas of selling are more dicey than sales forecasting. So much so that, inside many companies, the process is so broken it looks like this:
Top management needs a story to tell investors, and thus asks the sales manager for a forecast.
The sales manager asks the sales reps what they...
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Google believes this data will predict employee performance, according to an article published in The New York Times.
Calling GPAs worthless for hiring may sound harsh. But we’ve all known this for years, but now that Laszlo Bock, Senior Vice President of People Operations at Google believes it,...
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All businesses are focused on creating opportunities for driving revenue and creating profitability. That focus involves strategic as well as tactical goals. Otherwise, driving revenue and creating profitability won’t necessarily translate into business growth and sustainability. It might...
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Three separate, but related, incidents occurred this week, all having to do with reaching decision makers.
First, I received a cold call that went like this:
"Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We're a company that.....oh no - the script disappeared...
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At Wistia, we just love using video as part of our sales and marketing strategy. Video allows us to convey our message succinctly, in a highly engaging way. It also allows us to build rapport and credibility with our prospects. Video makes every part of the sales process more efficient.
“Video...
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Business owners and managers across the globe are faced with the demand of maximizing their people's productivity. They want to be inspiring and supportive–but time crunches, stress and bad habits unintentionally smother team morale instead.
Leaders often respond to their team’s sluggish...
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The ways in which organizations think about engaging their employees have changed drastically over the past fifty years, influenced by the social and technological trends that shape our daily lives.
Since the Second World War, the evolution of how management teams treat their workforce can be...
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Great businesses are made up of great people. But where do you find them? If there is one question I’m asked frequently, it is this: “How do we find, hire and manage great people?”
That’s one of the biggest problems facing companies today. In a recent article from...
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Many salespeople think there's some big mystery about closing sales. In fact, it's really just a matter of being mindful throughout the sales process, according to Linda Richardson, founder of the sales training firm Richardson. Here's how:
Step 1. Treat closing as a...
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