Are you great at attracting, motivating and keeping employees? Your most important skill is your ability to consistently hire and retain quality employees.
If you’re not growing, you’re shrinking. All it takes, in a plateaued company, is one or two major customer losses and not only are you trying to work back up, but your company has lost the habits that made it grow in the first place.
Are you using great visuals to attract more customers? The fact is, good imagery gets your message across quickly.
Excellence isn’t easy, but it is profitable and this is how world class sales forces generate world class performance. If you want to get past mediocrity or “acceptable” results, Fred is Job One.
When a potential client looks at your business, you must have a differential advantage if you want to dramatically increase your odds of earning that sale.
You’ve spent years planning, building and running your business, and now it’s time to reap your rewards one ultimate time and sell it.
The imaginary wall between you and your customer; the one that prevents you from getting a sale, can be the biggest, most impenetrable, and toughest you’ll ever face.
Can a smaller retailer compete against the big players online? Here’s how to maximise your visibility — however large or small you are.
Salespeople spend way too much time making meaningless, agenda-free sales calls on people who can’t buy – and whose purchase wouldn’t move the needle if they could. In short, they spend too little of their time calling on their Freds.
When doing business with your bank in the traditional sense, most probably think of working with an organization to keep deposits secure, provide money transaction capabilities and make loans. After all, this is the traditional focus of how financial institutions, especially community banks, operate. What you may not know is just how much more your bank […]
Have you ever had that dream where you find yourself on center stage and can’t remember your lines? Everybody is staring at you and recording everything you do. You’re not prepared and the stage fright starts to take over. In today’s world, this nightmare often becomes a reality. Everything you say tells the story of your brand. There […]
Salespeople are held hostage by their behavior, beliefs and “baggage.” A key component of any successful manager’s weekly routine is coaching as it unlocks the success code buried inside their salespeople. About 22 years ago, I established my training and development business after meeting David Sandler, the creator of the Sandler Selling System. I was […]
Every CMO feels stakeholder pressure to stay atop the latest marketing trends, and every marketing tool and platform promises a new must-have way to brand the company. Search for “digital marketing tools,” and you’ll be overwhelmed by articles with titles like “113 New Marketing Tools You Need to Grow in 2016” and “99 Online Marketing […]
Winning major opportunities with large, complex accounts can grow your business and propel your organization to new levels. But pursuing and losing the wrong deals can be costly. And winning them can be worse. In evaluating whether to pursue significant opportunities to win business, we’re all familiar with the conversations that drive the organizational decisions […]
That small screen. You know, the one that you wake up and check first thing in the morning and shut down when your eyes feel like they are about to bleed right before you fall asleep at night. Although it’s hard to believe, the fully interactive mobile phone has only been around for eight years, […]
Standing in front of a classroom of students — watching the note scribbling, yawns, and occasional spark of passion — can feel a million miles away from the business world.
Effective marketing means yielding a return worth the investment. To maximize the potential for effective marketing, the least amount spent over the highest exposure coverage, has been the leading model for quite some time. But times have changed and the execution of this model doesn’t translate well to today’s marketable economy. Billboards and cold calls […]
If you’re struggling with directing your salespeople where they need to be, a meaningful points program might be a solution.
One of our problems in building sales methodology is that salespeople and trainers many times define “success” incorrectly. We only look at the immediate step rather than the overall result.
In today’s world, it’s not enough to just do conventional prospecting. Nor is it enough to do social media. You must do both.
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