It has been said that cursing shows a lack of vocabulary. Maybe so, but I think buzzwords are even more uncreative and obnoxious. And there are far more of them than there are curse words—especially in sales.
More and more buzzwords are flying around these days, as numerous as bees in summer. The...
Read More
These days, motivating a sales team takes a lot of creativity.
The traditional commission or bonus structure is no longer the best motivator — instead, it can damage employee engagement. Capped commissions often deter employees from working hard after they’ve reached their limit, and cash bonuses...
Read More
Are you getting more referrals in sales than you can possibly handle? If so, you’re in the minority. Most salespeople are in desperate need of more referrals. They make the serious lead generation mistake of failing to leverage their customers, colleagues, and acquaintances to grow their...
Read More
The next great technological revolution is at our front door as businesses start to embrace artificial intelligence to filter qualified leads and easily hit their sales goals. Gone are the days of weary travelling sales reps, and short are the days of sales teams guessing about qualified leads.
AI...
Read More
This is a critical time in customer service as service leaders transition from a cost center to a strategic growth engine. Today, the Service department is responsible for delivering service that not only solves a problem, but also delivers a 1:1 conversational experience that builds customer...
Read More
Have you ever wondered why it’s so hard to win a new account from an incumbent, even when you have a better solution? Some of the reasons are obvious: the existing account holder is a known entity, with first-hand knowledge of the client and a solution in place; that’s understandable.
What’s...
Read More
It’s a nice problem to have, but it doesn’t take long for a small business to get completely overwhelmed in the customer data it collects.
At just 500 customers, keeping track of phone numbers and email addresses can get a little hairy. And if you want to turn that data into something as simple as...
Read More
According to a recent forecast by Forrester research (one of the most influential research and advisory firms in the world), "1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force." For years we have watched...
Read More
According to McKinsey & Company, just improving sales force performance can give organizations up to a 10% revenue boost. Effective coaching also drives a better customer experience – something identified at Dreamforce as a company’s biggest competitive differentiator. For both of these...
Read More
