Category: Sales

5 Ways to Avoid Spooking Your Customers This Halloween

5 Ways to Avoid Spooking Your Customers This Halloween

Tonight you'll inevitably ask (or be asked) the quintessential Halloween question: trick or treat? Are you asking yourself the same question in the office? Every day, you should commit yourself to providing a delightful customer experience from all aspects of business, so we've provided you with five tips to do... Read More»

How to Create an Effective Sales Compensation Plan

How to Create an Effective Sales Compensation Plan

When it comes to how businesses pay their salespeople, there's no one-size-fits-all approach. That's especially true for many companies with diverse products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. No matter which approach... Read More»

In the World of Selling, What's Behind the Mask?

In the World of Selling, What's Behind the Mask?

Did you know that people will spend $7.4 billion on Halloween costumes this year? And $350 million more on costumes for their pets? Halloween is one of my favorite holidays—I can be anything I want to be, I can pretend, hide behind a mask and take on a new character... Read More»

It's a Scary World Out There — But Don't Let Fear Govern Your Sales Process

It's a Scary World Out There — But Don't Let Fear Govern Your Sales Process

While everyone may be thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there, with plenty of things to fear: the future of the business cycle, new taxes that will hit... Read More»

Expectation Setting is Key

Expectation Setting is Key

This may seem obvious, but it's not: many of the issues we face in life can be addressed by setting realistic expectations and meeting them. Sound too simple to be true? Here are a few daily examples where expectation-setting makes a huge difference: The weather forecaster is wrong and it... Read More»

"Introducing the New Salesforce Analytics Cloud": A New Salesforce E-Book

"Introducing the New Salesforce Analytics Cloud": A New Salesforce E-Book

For years, business has been divorced from data. Despite the undeniable advantages of data-driven decision-making, tools that give modern businesses a comprehensive — and comprehensible — view of their data are rare, if they exist at all. Business intelligence (BI) is a field that has attempted to close the gap... Read More»

How to Create Compelling Value With Account Planning [WEBINAR]

How to Create Compelling Value With Account Planning [WEBINAR]

Much has been said about the research that buyers are, on average, 57% of the way through their buying process before engaging with a supplier. But what would happen if you were already selling and engaging with the prospect about their business needs and establishing critical relationships? What if you... Read More»

The Top 3 Mistakes Salespeople Make When Making the Pitch

The Top 3 Mistakes Salespeople Make When Making the Pitch

Salespeople so look forward to demos and presentations that they skip most of the steps and milestones in their sales process to get there. According to Objective Management Group’s statistics, 91 percent of salespeople don’t have or follow a sales process, and 83 percent conduct demos and presentations at inappropriate... Read More»

"10 Dreamforce Announcements That Will Shape Sales in 2015": A New Salesforce E-Book

"10 Dreamforce Announcements That Will Shape Sales in 2015": A New Salesforce E-Book

Being an industry leader is a vulnerable position in any market. The pressure to continue to do what's made you successful and shirk the need for innovation often becomes too great to resist. While this once was a strategy that could sustain an advantage for years, companies that fail to... Read More»

9 Key Attributes That Make a Salesperson a Great Sales Manager

9 Key Attributes That Make a Salesperson a Great Sales Manager

Is this you? You’re a very successful salesperson. You regularly beat your targets. You know your products, clients, market and competitors inside out. You’re buzzing with ideas and feel that you could do your boss’s job. Frankly, you’re ready for a new challenge. However, being a target-beating sales person and... Read More»