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FEATURED
ARTICLES |
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Analyzing
Sales Rep Performance - An Online Tool |
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Try our new online tool to analyze
your sales reps and determine exactly what you need to do to get
each of them up to quota and beyond. Easy step by step, yes or no,
input. Give it a try. Performance Tool |
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Retain
Your Best People |
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Many managers and team
leaders ask me how to deal with employees in a way that will
maximize their potential, create loyalty and respect, and cut down
on high turnover and destructive behavior in the workplace. The
single most common reason people stay or leave an organization is
based on the relationship they have with their direct supervisor.
Therefore, the key is to show a keen personal interest in each
person. Recognize everyone's uniqueness and find ways to allow
that uniqueness to be expressed at work. Read
More... |
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Business Lessons Learned From Paul Revere |
| One of the books I've read in my research is "Paul Revere's Ride" by David Hackett Fischer. The book has a bibliography almost as thick as the main volume itself. Using letters, documents, and other clues from the past, this historian paints a much more detailed picture of Paul Revere than most Americans know from school. Everyone has heard of the famous ride across the countryside as Revere alerted the minuteman militia that "The British are coming!" In actuality, at the time, Americans still thought of themselves as British and the cry would have more than likely been "The Redcoats are coming!"
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Leadership
by Persuasion – Four Steps to Success |
As a
leader, your success depends upon your ability to get things done:
up, down and across all lines. To survive and succeed, you must
learn four essential skills of persuading people. You must
convince others to take action on your behalf even when you have
no formal authority.
Persuasion is an essential proficiency for all leaders, requiring
you to move people toward a position they don’t currently hold.
You must not only make a rational argument, but also frame your
ideas, approaches and solutions in ways that appeal to diverse
groups of people with basic human emotions. Read
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Direct Marketing: Overlooked,
Under appreciated and Unstoppable |
| The direct marketing industry employs the top minds of our world to analyze and build databases and marketing campaigns to address only the concerns and needs of a selected audience, which history has proven to be accurate 70% of the time. Typically, budgets are based more on analyzing the product, service and/or the consumer rather than playing an ROI guessing game.
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Make
Fewer Cold Calls and Get Better Results |
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Cold
calling, the old way, has to be the most painful form of sales
work you can experience. There’s a lot of rejection, fear, and
deflated hopes.
But
there’s a new way to make cold calling as pleasant and relaxed
as picking up the phone and talking to a friend. Just follow these
steps, and your cold calls can become an enjoyable part of your
day. Read
More... |
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Throw
Out Your Cold Calling Sales Script |
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you ever heard yourself calling a potential client and reading
your script? The
answer is probably not. Most
people who use scripts think they sound natural because they’ve
never actually heard themselves before.
If you do this simple exercise, you’ll hear the same
kinds of differences I hear when people role-play with me. Read
More... |
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Recruiting Practices Essential To Hiring Sales & Marketing
Superstars |
| Let's talk about the importance of using good recruiting practices to hire top performing sales and marketing professionals in today's economy. It's not a secret that the economy is on a sustained growth path for the last several years.
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The
90 Day Sales Blitz |
| Are you worried about your sales slumping? Are your first quarter numbers looking lower? Is your pipeline looking softer than you'd like it to be at this point even though the economy is strong? Here's an idea that you can use to quickly pump up your sales. Its' called the 90 day sales blitz.
Read More... |
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Let The Sales Numbers Speak For Themselves |
| Ever had a sales person who spends most of their time internally trying to justify how great results are just right around the corner, spends a lot of time slicing and dicing their numbers and their forecasts and telling you over and over how an account is just about to close? Well those are the sales people who ain't going to make it. The best sales people are those who actually spend their time out selling and they're hard to pin down when it comes to the forecasts and numbers because they're so busy closing deals that they don't have time to report.
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Is It Time To Hit The Reset Button On Your Sales Department? |
| If you're like most CEOs in business today, you will probably be faced with this decision at some point in the life of your organization. That time might even be now.
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Linking Performance to Company Values |
| Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leadership strategy would surely fail. In firms where the values and the strategy are tested daily it requires management oversight to ensure that they remain aligned.
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Why Internal Lead Development Departments Fail |
| In our last issue, I suggested….ok, strongly recommended that the best way to build sales is by adding inside lead generation to make outside sales reps more productive. That recommendation sometimes yields the response “we tried it and it didn’t work..” Upon further investigation, we discover that their failure were a result of poor execution.
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The Power of Two - Marketing and Sales |
Leads: Salespeople need them, and Marketing Departments (theoretically) generate them. In a perfect world, the salesperson's challenge would be to keep up with the flood of qualified prospects that Marketing funnels out to them.
In reality, however, the Marketing-Sales lead scenario often plays out like this:
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Why Selling 'Wants' Always Outsells The Selling Of Needs. |
| Television pervades our lives. It has become a 'staple'. It is something that we all 'need'. So, what can this perceived 'need' teach us about marketing on the web? A lot.
Read More.. |
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The Hidden Cost of Cold Calling |
| Explains why cold calling costs companies dearly in the long run by repelling
talented, top-producing salespeople. Cold calling is the number one cause of high
turnover in sales. Read More... |
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