To Hire the Best, Forget the Fat Rolodex and Big Deals

Conventional wisdom says you can’t go wrong hiring the sales veteran with the heftiest Rolodex and a record of gold-plated sales deals. But if you’re a small, growing company, measuring candidates by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure.

To Sell Better, Make 'Em Laugh

Laughing releases oxytocin, known as the “bonding hormone,” into the body’s system. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh.

Inside the Mindset of Users and Non-users of Incentive Travel

When Sales & Marketing Managementmagazine and the Society for Incentive Travel Excellence (SITE) Foundation initiated a comprehensive survey on the use of incentive travel, they knew that some of the most illuminating information would come from non-users of this motivational tool.

Unlocking Hidden Revenues from Current Customers

When sales leaders seek growth, many turn first to new avenues – new customers, new geographies, new products and other untapped sources of revenue. However, there often is considerable growth potential in the existing customer base. Current customers have already shown they need your product or service and want to buy from you.

Today’s Video Platforms Extend Employee Engagement Initiatives

Business markets today move at lightning speed, and companies are looking to experts to help them leverage new video technology to make them more competitive – not just in their own markets, but also in attracting and retaining valuable employees.

When Can You Trust Salespeople’s Opinions?

“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right.
If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.”

Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements

It’s a far too common scenario: You build the capability of your marketing department by hiring agency support but then find yourself buckling under the weight of managing the agency. Rather than focusing on strategy, leading and promoting your department, you begin spending considerable time ensuring the agency gets what it needs to succeed.

3 Principles for Earning the Status of Trusted Advisor

While it is all well and good – even honorable, really – to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today’s buying environment?

Anticipation

Not long ago, I was conducting a leadership conference with a number of managers and sales executives. At the meeting, one of the managers shared with the group the following story about one of his tenured salespeople.

Say it with Stick Figures

The Picture Superiority Effect says concepts are much more likely to be remembered if they are presented as pictures rather than as words.

The Crux of Innovation

When the term “innovation” is used, it is often mixed up with “invention.” While an invention is typically linked to research and development, the term “innovation” is about marketing and sales. It goes back to Joseph Schumpeter in the 1930s. He distinguished innovation from invention: The core of an innovation is the commercial use of an invention.

Using Trivia to Unleash Breakthrough Thinking in Business

In today’s rapidly changing and exceedingly competitive business environment, it is imperative to continually uncover new and innovative ways to stay ahead of the curve and, most importantly, not get left behind. To outperform the competition, breakthrough thinking is mission critical – the kind of out-of-the-box ideation that expands horizons and provokes epiphanies.

Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements

It’s a far too common scenario: You build the capability of your marketing department by hiring agency support, but then find yourself buckling under the weight of managing the agency. Rather than focusing on strategy, leading and promoting your department, you begin spending considerable time ensuring the agency gets what it needs to succeed.

Can We Say RIP to the RFP?

We are often asked, “What are the biggest changes in the sales arena over the last several years?” The answer is simple: the rise of Procurement, which, in many organizations, has moved into a much more powerful and visible role.

Learning to Hunt Where the Ducks Are

Energy efficiency, as a driver in commercial architecture and construction, isn’t going away any time soon. Green construction and LEED Certification for commercial property are becoming more and more standard as energy costs rise and owners emphasize environmental responsibility as a marketable feature of their brands.

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