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8
Dated: 01-18-2015
We are all selling somebody something!
Selling:To transfer property, services, ideas, or loyalty to another
Mention selling or sales to most people, and death seems to be a more attractive option.
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8
Dated: 01-21-2015
Recently I had an opportunity to meet a thriving, cash flush company — let’s call them Company X — that had determined early on, as a part of their corporate strategy, to not be content with simply having, “satisfied customers”, instead do whatever was required to create customer advocates — active promoters who would serve them as both salespeople and marketers to potential customers.
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8
Dated: 01-18-2015
“It’s against our policy” has to be among the top ten show-stopping lines. It kills customer service, employee spirit, and partnerships.
I was working near Washington, DC, and stayed one night at a new hotel, one of a large chain I frequent about fifty nights a year. It was mid-December as the work year was wrapping and the holiday season about to launch into full gear. This particular property was at a location just far enough from the airport to make renting a car less expensive than taking a taxi.
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8
Dated: 01-19-2015
I truly believe in the power of ROI tools to enhance a sales team’s ability to close more deals (If I didn’t, I wouldn’t be in the business of selling them). However, not everyone agrees with me. In fact, inside LinkedIn group discussions, I’ve had sales leaders at some of top global B2B organizations tell me that ROI tools are ineffective.
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8
Dated: 01-21-2015
As marketers and salespeople, we all know the power and impact of word-of-mouth on our business, yet we still struggle to leverage it. Why? Because it's hard to measure, difficult to systematize, and seemingly impossible to monetize. While these challenges exist in some cases, Amplifinity continues to prove every day that the best way to solve them is through closed-loop referral marketing programs. Before launching another mediocre referral program that will fail to drive meaningful long-term lead volume, consider these three common referral program mistakes:
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8
Dated: 01-28-2015
Change: What is it?
Every decision we make, every new job we tackle, and every new idea we have, involve changing the old with the new. However, what is change? And, what do we need to do differently to make it easy?
Change is more complex than we realize; it involves an essential system problem that we too often ignore – the core reason why change incurs resistance. And too often we kick off our change initiatives with a specific goal and vision for an outcome that invites bias, resistance, buy-in, and decision making.
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8
Dated: 01-21-2015
Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin?
What to Assess
The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales representativeperformance. As you know, sales managercoaching is the #1 activity that drives sales performance and develops great sales representatives.
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8
Dated: 01-21-2015
Now that we are into the New Year, it is natural to make resolutions about how you want to improve yourself in 2015. This is the most common time for people to resolve to improve fitness, stop vices, or change behavior. This is also the time that business people consider their path going forward. Here are five New Year’s resolutions that every businessperson should make to ensure you thrive.
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8
Dated: 01-21-2015
If you're anything like me, 2014 was an interesting year, full of both challenges and opportunities, as is every year for a Product Manager. As we're looking forward into 2015, I thought it was appropriate to provide a list of the top five New Year's resolutions for product managers of all shapes, sizes, and experience levels.
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8
Dated: 01-21-2015
I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel. Click here to learn more about Win-Loss Analysis.
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