Five Ways to Amp Up Direct Sales

In today's competitive sales environment, the rep can be the difference maker between closing and losing the sale. Here are some tips for amping up your strategy and moving from merely playing to competing.

Imprisoned by PowerPoint: A Foolproof Escape Plan in Five Steps

What makes a tool useful is the way you use it. Here's a five-step plan that will unlock your message and create the kind of dialogue you really want.

How to Avoid Coaching Failure… More Lessons from the Soccer Field

Good coaching should not be an exercise re-iterating the destination or merely ramping up urgency. It should be about improving a person’s ability to do their job - and a whole lot more.

Social media can elevate your reward events

FOMO – The fear of missing out.
We all have it. Thanks to social media platforms and modern communication, the feeling of missing out on a good time has become more prevalent and contagious, as our friends, family and colleagues continue to share every thrilling (and
not-so-thrilling) moment of their lives.

Is your complex incentives plan holding you back?

The same can be said for sales compensation. Incentive compensation plans are often far too complex. This complexity is usually the result of trying to make the plan fair or trying to please every stakeholder. In turn, this complexity makes these plans difficult to understand. Salespeople are busy. They spend most of their day visiting customers, and that’s what we want them to be doing. We also want that time with customers to be focused on the things that leadership believes will improve their performance and the company’s performance.

Taking Customer Service from Cost Center to Profit Center

Your customer's problems are opportunities in disguise.

How NOT to Coach… Lessons from a Soccer Coach

"We need this one!" is not coaching - on the soccer field or the sales meeting.

Can Artificial Intelligence Make Sales More Human?

Artificial intelligence (AI) is a powerful addition to the sales toolkit, and it will definitely change jobs, but much of what we do, especially in sales, is much more than that. To understand the future of sales, we need to break down the role a bit and see where AI will have an effect and where it will not.

Sell Slower

The temptation to hurry through the sales process is almost irresistible, but there are good reasons not to hurry a sale.

What Does a Good Sales Email Actually Look Like?

Emails are an incredibly effective selling tool, but hitting all the right notes and getting your prospects to engage can be a challenge. Here are some key email tips to keep in mind.

5 Smart CRM Hacks That Lead to Faster Selling

Customer Relationship Management software can improve your sales funnel, enhance consumer journey, and eliminate administrative time waste. Here are five smart CRM hacks that lead to faster selling.

Under Control: 5 Main Management Principles

The difference between great and not-so-great sales managers is the principles they rely on. When you understand how these management principles work, you’ll be able to use them more efficiently. These five principles, in particular, are especially important for sales team managers

Why You Need Social Influencers

Social media influencers may be this year’s biggest marketing disruptors. B2C companies that harness this trend of reaching ad-skeptical consumers are beefing up their coffers big time, so why are some B2B companies not following suit?

Beyond A Buzzword: How to Do CSR Right

Establishing an enduring and effective corporate social responsibility (CSR) initiative isn’t easy and can’t be done remotely. Here are three keys to creating a strong foundation for meaningful CSR.

How Sales Reps Can Stop Worrying and Learn to Love AI

Artificial intelligence can free salespeople from busywork so they have more time to do what they want to do - sell. Here are some ways AI can change the sales process for the better.