SBI Growth

APRIL 13, 2014

'The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it doesn’t have to be that way. This post is for you if you are grappling with the question, “How can we improve employee engagement results in Sales?

Survey 312

Survey Resources Sales 312

The Sales Hunter

APRIL 13, 2014

'If you want to get your week off to a great start, find someone as optimistic as you and spend a little time with them. This is so effective because it will further boost your sales motivation — and theirs too! It will also remind you of something I speak of often: The importance of […].

Motivation 236

Motivation Video Selling Skills Sales 236

Sales and Marketing Management

APRIL 13, 2014

'Issue Date: 2014-03-01. Author: Paul Nolan. Teaser: Do you continue to be frustrated and confused as to why so much of your sales training doesn't seem to stick? Companies are increasingly turning to daily or weekly quizzes and on-demand refreshers that can be accessed via mobile devices to reinforce what has been taught in more formal training sessions.

Training 204

Training Company Sales 204

Partners in Excellence

APRIL 13, 2014

'Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on is about price. Don’t get me wrong, I’ve been involved in a lot of very complex negotiations for very complex deals and projects.

Negotiation 94

Negotiation Competition Compensation Positioning 94

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Jonathan Farrington

APRIL 13, 2014

'Exceptionally, I recently travelled back to France via the ferry: It is not my favorite method of travelling across the Channel for a number of reasons; the service can be unpredictable; far too much queuing and waiting (I am not known for my patience) and the crossing time is much longer than via the Eurotunnel. However on this occasion I was “time rich” and it was a beautiful day, which meant the sea had a duck-pond resemblance – totally devoid of any anger.

Travel 39

Travel Channels Account Follow-up 39