How Data Can Help Drive Success of Local Business—With a Little Analytical Help
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....
Are You Prepared To Tell Your Company’s Story?
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...
Understanding the Sales Performance Code
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...
Do You Really Need That Marketing Tool or Platform?
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...
When It Comes to Going After the ‘Big Deal’ Key Questions Remain
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...
‘En Garde’—Geo-Fencing/Geo-Conquest One of Latest Tools in Battle for Customers
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...
7 Sales Lessons From the Classroom
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.
Building Rapport With Clients—Using ‘Gratitude Marketing’
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...
Why You Should Rethink Measuring Sales Activity
If you’re struggling with directing your salespeople where they need to be, a meaningful points program might be a solution.
Are You Defining Sales Success Correctly?
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.
How to Use Social Media for Successful Prospecting
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.
Minimizing Mental Health at Work Can Be Costly
The stigma of mental illness, including casual references to a “bipolar” boss or an “ADD” co-worker, continues to be a barrier to employees seeking support and treatment.
Is SEO Right For Your Business?
You may have heard the rumor that search engine optimization is dead. Google and the other search engines have made the quest to rank on the front page meaningless. Well, don’t believe it. I’m here to tell you that SEO is alive and well, and should be an important part of your business marketing.
Hire Salespeople with Your Head – Not with Your Gut
Are you hiring with your head or your gut? When it comes to hiring salespeople, the majority of bad or mistaken hires are caused by hiring with the gut rather than the head.
How to Win the Networking Cold Call
There are many pitfalls to making a cold call to network – and there’s also a clear path to success. Let’s look at how to do it right.
The No. 1 Way to Get More Profit Out of Your Salespeople This Year
The number one measure of a saleperson’s effectiveness (or a sales force’s effectiveness) is year-over-year profit dollar gain. This is the result you should be seeking for your team and business.
What’s On Your Radar Screen?
Too often we ignore changes that will have a great impact on our businesses and our customers. But if you ignore what’s happening on your own radar screen, it may come back to haunt you.
Build Trust – One Handshake at a Time
Does poor employee retention create the merry-go-round of hire/train/rehire/retrain in your organization? Perhaps seeds of mistrust, sown early, are the root of the issue.
Are You Spending Your Management Time, Or Investing It?
Far too many sales managers “spend” their time when they think they are “investing” their time. Here’s how to invest your time wisely.
Three Keys to Winning Customer Confidence and Loyalty
Good intentions and fuzzy policies are not enough to earn and keep your customers. Set up a time to discuss your company’s rules and policies with your entire team.
