Recent Posts

5 Fail-Proof Steps for Planning Your Day

5 Fail-Proof Steps for Planning Your Day

Bill Gates, Warren Buffett and myself all have one thing in common. We each have the same amount of time—24 hours each day to use as we see fit. Last I checked, both Bill and Warren were considerably more successful than me. Sure, they have resources I don’t have, but... Read More»

Empowering Your Frontline Agents to Be True Change Agents

Empowering Your Frontline Agents to Be True Change Agents

When it comes to engaging with customers, few of your team members have more experience than the frontline agents fielding calls with questions, or complaints, from customers. You already know that they’re great for giving your users answers and walking them through processes, but frontline agents can be an untapped... Read More»

Collaborating in the Cloud: Connecting Your Virtual Team

Collaborating in the Cloud: Connecting Your Virtual Team

Salespeople have great combined power and energy when they gather in person and share successes, sales techniques, ideas, and information. At conferences we learn as much through conversations with peers in the hallways as we do in our sessions. But there’s no “hallway” on the World Wide Web. And there’s... Read More»

Master These 5 Fundamentals to Transform Your Sales Team

Master These 5 Fundamentals to Transform Your Sales Team

Every sales force is made up of the typical bell curve comprising A-players, B-players and C-players. Eighty percent of the revenue is generated by the A-players (who usually represent around 20% of the sales force). They seem to figure out how to be successful, regardless of the economy, competitors, aging... Read More»

3 Things Your Sales Team Never Has to Do Again

3 Things Your Sales Team Never Has to Do Again

Ask any salesperson what his or her favorite part of the job is and you’ll probably never hear the answer “fighting for leads” or “creating proposals.” Salespeople like to sell. They love being face-to-face with potential customers, helping them find solutions, and—most importantly—closing deals. We’ve identified some smart solutions to... Read More»

"10 Ways Community Clouds Transform Business": A New Salesforce E-Book

"10 Ways Community Clouds Transform Business": A New Salesforce E-Book

In business today, constant communication is not only the norm, but expected; customers, employees and partners are more connected than ever before. This connectivity is an important tool for your business to leverage, but how do you centralize all of these individuals into one community to benefit your business? What... Read More»

Mythbusting for Sales: Why Decision-Makers Should Take Social Media Seriously

Mythbusting for Sales: Why Decision-Makers Should Take Social Media Seriously

Nearly 2 billion people use social media; evidence shows online engagement converts to sales; yet up at the top, leaders are still lagging when it comes to using or resourcing it. Only 15-30 percent of CEOs have a presence, but most just sign up and don’t use it, a bit... Read More»

7 Principles for Individual Sales Success

7 Principles for Individual Sales Success

You should only read this if you believe that your level of success is largely up to you. Yes, it’s impacted and influenced by external events, but it’s not your sales manager, employer, customer, product, partner, bank manager or religious leader who ultimately determines your destiny. It’s you, and in... Read More»

The Art of the Sale: 3 Steps to More Successful Selling

The Art of the Sale: 3 Steps to More Successful Selling

There is something almost legendary about the American salesperson. It might be America’s particular brand of capitalism that helps elevate the ideal of sales. Certainly the portrayal of the American salesperson in books, plays, and movies has done a lot to create romance around salespeople. Even Willie Loman’s character in... Read More»

Are We in an Era of Eroding Customer Service?

Are We in an Era of Eroding Customer Service?

I can’t help it—I still like to roll down my window when I’m driving and ask someone for directions. I also like to ask the server to recommend something when I’m ordering in a new restaurant. And I always ask the salesperson if the nearest register is open so I... Read More»