At its core, gamifying sales taps into reps’ already ambitious and competitive nature. It is a simple enough idea, but you’d be surprised at how often sales managers get it wrong.
Motivating employees with peer competitions isn’t just about slapping on badges and offering a prize for whomever...
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In today’s fast-paced world, anyone in sales and anyone involved in growing a business will eventually need to leave a voicemail. Do your voicemails
inspire a callback or a quick delete? Should you even bother to leave a voicemail? Yes. Cold calling is about initiating contact; and more...
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I just
finished reading Dan Pink’s latest book, “To Sell is Human: The Surprising
Truth About Moving Others,” in preparation for his Sales
Performance webcast. In the book, Dan slams old school sales
tactics and reveals why knowing how to move others is crucial in today’s
digital era.
So I...
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We’ve all heard it before: time IS money. And, for small and midsize businesses especially, time is perhaps the single most valuable asset in your arsenal.
With limited time and resources, what can you do to improve your sales productivity?
Since we’re stuck with 24 hours to a day (thanks...
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Let’s face it, most sales people dread making the cold call. Who wouldn’t? Essentially, you’re interrupting someone’s day to get something you need out of them: information, a meeting, a new sale, you name it.
But at salesforce.com, picking up the phone is not only one of the best ways to connect...
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Sales people are always looking to improve their ability to meet their goals, whether these are getting more leads, closing more business or maintaining a high customer retention rate. One way to improve these areas is to pay attention to successful local businesses you encounter. No matter this...
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SALES PROCESSES, YOU SAY?
Clearly we believe that measuring Sales Activities is a key ingredient to better sales management. However, reporting data on salespeople’s doings is not sufficient to exercise control over a sales force’s performance. To truly exert influence over Sales Objectives and...
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When Buddy Valastro’s famed Hoboken New Jersey shop, Carlo’s Bakery, opened their doors over
a hundred years ago, they tracked each of their orders on a single piece of
paper, and back in 1910, that worked pretty well. The only problem was, when
Carlo’s hit the big time in 2009 with a hit reality...
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San Francisco Capitol Building by Jeff Cohen
For years many government contractors
have had the luxury of acting as a reactive company, or waiting until their
customer’s contact them with needs, as it relates to customer identification,
acquisition and retention. This way of doing business has...
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