How to Breakdown Performance to Build Success

Ask and You Shall Receive

“What do we hate most about salespeople?”…..they simply, never stop talking. How many salespeople have come into your office, sat down and proceeded to tell you every benefit about what they are selling, without ever knowing what you need. Typically, they don’t ask the questions, but rather tell you what they want you to know. So, the result is, a frustrated prospect..

C-Listers Are Way Underrated

It’s not uncommon for reps to avoid selling to the C level, even though they play a large role in the decision making process. Very simply, they are intimidated by their authority and frequently, feel as if they may say the wrong thing. However, no one will deny that the C level executive plays a large role in the decision making process, and there are a number of..

Open Sesame...6 Ways to Get Prospects to Open Doors

Typically when you mention the word “prospecting” to a sales rep, they cringe. People will easily admit that networking events are their least favorite activity, however the successful reps have found that networking is critical to their success. Having reps put together a prospecting plan will keep a constant flow of business coming in the..

Office Book Club

How To: Organic Customer Engagement

I think most managers will agree with me on some level when I say it is difficult to train employees on how to engage with customers and clients. The reason being is that customer engagement isn’t always this one tangible thing or action that can be easily written into a handbook or manual.

Know Your Product, DOGgonit!

A few days ago I took my dog to the vet for her yearly check up. While waiting at the front desk to check in for her appointment, I saw a product displayed on the counter called the Thundershirt. I have seen this product before, once in the back of a magazine as a small review blurb and again on a morning news segment titled: “Dog Days of Summer.” Neither encounter..

Talk is (NOT SO) Cheap

According to a survey from the market research firm Opinion Research Corp., an InfoGroup company, as many as 84% of Americans reported that online customer evaluations have an influence on their decision to purchase a product or service.

How to Leverage Sales Using The Top 3 Social Media Sites

The old method of using cold calling to prospect is well on its way out, and you don’t want to be left behind. While your inside sales team had to have excellent communication skills to engage with someone over the phone, they need to be even more refined online. They need to be able to connect with friends and clients and post blogs and..

  I'm Rubber Your Glue...Confrontation in the Workplace

It is painful for me to admit, but my aptitude for navigating stressful situations hasn’t seemed to evolve past my prehistoric sisters. When faced with confrontation, I have two go-to responses, fight or flight and I seemingly have no control over which one wins the internal battle. Now, if I found myself faced with the threat of a..