How to Know When to Give Up on a New Hire

Making a bad hiring decision is something every experienced sales manager has done. Despite our best efforts, no hiring process is going to be perfect. A new hire won’t really know what it’s like to work at your company and what is required to succeed until after they’ve been there a while.

CRM’s Big Blind Spot: Measuring Sales Managers

Companies are realizing that sales success isn’t driven solely by sales rep performance, but also by effective sales management. To elevate sales performance, it’s not enough to improve the salespeople’s activities; we also need to improve the sales manager’s activities.

4 Ways to Make B2B Sales as Smart as B2C Sales

The ability to gather information from different places around the web gives B2B marketers a much fuller view of a company’s profile. It’s also allowed them to leverage analytics in ways only once possible by their B2C counterparts.

Six Key Elements Of The Sales Meeting Of The Future

They’re getting shorter. Edgier. Digital. They’re incorporating b-to-c experiences, taking cues from the entertainment industry. And thanks to multi-generational influences, from millennials on up (with Gen Z just around the corner), they’re feeling more co-created, personalized and shareable.

The 10 commitments of sales

Anthony Iannarino believes not only was Alec Baldwin’s portrayal of a sales manager in “Glengarry Glen Ross” brilliant, it was on target - sort of. The author, blogger and sales professor says “always be closing” is a mantra that makes sense when you look at it right.

Contact Should Mean Contact

“Game changer” is a term you hear often when people talk about how technology has changed their industry. There is no doubt technological advances can make every company in any industry more efficient and effective.

The importance of immediacy

Suffering from temporal construal? You and your reps probably are and you’re not aware of it.
Temporal construal is the way our brains think concretely about the present and vaguely about the future. The practical implications of temporal construal can impact the lives of your reps and the success of your business.
ONLINE BONUS ARTICLE:  The impact of more immediate rewards

ABC = Always Be Collaborating

The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross, Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” 

How to Make Today’s Savvy Customers Loyal for Life

Today's B2B customers expect smarter answers, more personalized experiences, and thoughtful solutions rather than sales pitches. To succeed in this new era of selling, here are the four things your business has to understand and embrace in order to grow.

The impact of more immediate rewards

Our brains love immediate gratification. Getting something today is better than getting it tomorrow, which is better than getting it next week. This is, in part, because of temporal construal. Having a concrete and immediate reward is better than a reward in the abstract sense.

Nurturing Beyond Email to Accelerate Your Pipeline

With the right web personalization program, marketers can capitalize on theopportunity to present prospects with relevant messaging that will influence the influencer and accelerate the open opportunity through the pipeline.

5 Free Online Sales Tools to Empower Your Sales Team

The following web and mobile apps can be used to track sales, personalize emails and spend less time scheduling – all of which will empower your employees to close more sales.

The Challenge Sale Can Be Mistimed

A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results.

Creating an Account Plan for Any Sales Organization: 5 Components that Help Plans Succeed

Account planning brings together critical information about your customer, your competitors and your strategy to win business. All sales organizations can leverage the following five imperatives as landmarks on their path to long-term account planning success and more predictable revenue growth.

3 Lessons on How to Growth-Hack Like a Pro

Nascent companies, without adequate budget to compete against established brands in traditional marketing channels, must embrace unconventional tactics to build product/market fit and eventually achieve mass user adoption. While there is no right or wrong way to execute a growth hack, here are three business-tested lessons.

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