Sales Leadership Talent of Respecting Policies

Increase Sales

Failure to adhere to the rules can bring disastrous results to all involved and this is why respecting policies is a sales leadership talent. There are very good reasons that business affairs must be conducted within certain policies and standards.

Why Companies Create Stupid Policies

A Sales Guy

So, why do companies make stupid policies like this? These policies CLEARLY aren’t aimed at customer service. Policies like this provide NO intrinsic or measurable customer value. So, why do companies create stupid policies like this?

Got a SOGOP Policy or do You Wish and Hope and Waste Time?

Babette Ten Haken

I developed a SOGOP Policy for a variety of reasons. The never-ending futility of that business scenario catalyzed me to create my SOGOP Policy. When things start to sound too good to be true, that is my trigger to leverage my SOGOP Policy.

Bad Corporate Policies

The Sales Leader

Have you ever come across a corporate policy so ridiculous that it leaves a bad taste in your mouth? It’s even more frustrating when this new policy or rule doesn’t seem to serve any significant purpose.

Company Policy and the other Company Policy

A Sales Guy

This particular time, the Subway sandwich artist (as they were once called in an old marketing campaign) told me he it was against company policy to make a footlong that way and he would have to charge me for two 6 inch subs. ” The brilliant sandwich artist replied with a brilliant answer, “You are asking me to break company policy. For most companies, there are two types of policy’s. The second company policy is all the stuff in the corporate handbook.

Principles, Not Policies Drive Performance Effectiveness

Partners in Excellence

It starts out harmlessly, some policies, some rules. “Please comply with the following procedures… ” We’ve all seen them. Don’t get me wrong, rules and policies have their place. Are you having to put a lot of rules, policies and procedures in place?

Perception Is All That Matters for Your Sales

The Sales Heretic

Sales Airlines business communication crisis customer negotiating perception policies service social media speaker training United videoEvery business speaker, blogger, podcaster, columnist, and comedian owes a huge debt of gratitude to United Airlines.

What security policies do you support with the Alinean sales / marketing tool service / delivery?

The ROI Guy

Green IT security policies SaaS Pisello AlineanAlinean provides a highly secure software-as-a-service platform.

Cold Calling When You Don’t Know Who To Call

MTD Sales Training

Cold Calling Technique cold calling how to handle the no name policy tips on cold callingCold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Insurance Policies For Your Time, Ability, and Closing Your Next Deal


We all take measures to make sure our homes, cars, lives, jewelry, and even appliances are insured, and if we pay money to insure those items in our life, what would it be worth to you if you could have insurance on your time, your ability to persist

Full Armor's Policy Portal: First Core Infrastructure Optimization Solution via Cloud

The ROI Guy

A new solution has been introduced that promises to change the way organizations implement and manage their core infrastructure via Microsoft Azure’s cloud computing platform. FullArmor’s PolicyPortal, running on Microsoft Azure, can help organization achieve infrastructure optimization leveraging the assets already in place, and without having to invest in incremental management infrastructure, training, labor or services.

Press Release: Alinean Completes SSAE 16 SOC 1 Audit

The ROI Guy

SSAE-16 security policies Security Assessment Pisello AlineanSecurity, governance and compliance tested and audited by independent accounting firm [link].

Sales Managers Can Help or Hurt, It's Up to Them.

Jeffrey Gitomer

Managers/Owners can encourage or discourage sales with their policies and actions. More sales are lost through poor sales management than through poor salesmanship. What's makes a great sales manager? Leadership

How do we protect the IP within the Alinean-powered sales / marketing tools?

The ROI Guy

security policies SaaS Pisello Alinean XcelLiveAccess to the Alinean-powered sales / marketing tools can be restricted to specific registered users and domains.

When You Are in the Hot Seat

Anne Miller

Your first best success insurance policy is to anticipate likely tough questions and practice appropriate answers in. Answering questions under pressure can be very unnerving. Think Mark Zuckerberg at the Senate Hearings a couple of weeks ago.)

How to Kill Social Selling at Your Company

Sales Benchmark Index

However, company policies against social media are hampering many a sales team. I’ll explain the first component, Policy. I even provide a sample Social Media Policy for Sales. Policy – It all starts here. The Policy Problem. A Social Media Policy for Sales.

VIDEO SALES TIP: Are You Freaked Out by NOT Discounting?

The Sales Hunter

A better approach is a policy of NO discounting. That’s right… make it a policy that you don’t offer a discount. Have you come to believe you can only sell if you offer a discount? That’s crazy. You need to stop relying upon the discount.

Tale of Two Frauds

The Sales Leader

Are your customer service policies sales prevention policies? Do you act as a customer advocate or a customer prosecutor? Observations from the real World

Live Chat is Great — But It Doesn’t Scale: Here’s How to Use Conversational Marketing to Effortlessly Book More Meetings


I typed out my whole story, detailing the dates, reason for wanting to cancel, and even acknowledged their current policy and why I thought this was an extenuating circumstance. The other day, I was trying to change a hotel reservation over chat.

Misalignment Continues to Be the True Foil Impeding Organizational Success

Increase Sales

As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket. Yet it is my current understanding, the policies do state that all seats are subject to certain conditions and passengers must follow the requests of airline employees. Yes, the passenger was at fault for not following the policies of the purchased airline ticket.

The Quicksand of Customer Loyalty Those Nasty Complaints

Increase Sales

Unresolved customer complaints, for the most part, can be easily solved provided that everything from policies, procedures to systems are in alignment. The hotel could force me to take it or leave it (that’s our policy, you have heard that before), but the morning waitress remembers my special breakfast order even though I am only there 3 times a year. Building customer loyalty must address unsolved problems aka customer complaints.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

I provide executive coaching for leaders in their first 90 days as both an insurance policy and a way of doubling down on your investment. Providing them access to an executive coach in their first 90 days is like buying an insurance policy.

5 Things Sales Managers Should Never Say To A Salesperson

MTD Sales Training

This is company policy. Blaming company policy, or your boss, or legislation changes only puts more pressure on people to conform, you want people who have creative ideas and innovative thoughts to build the future direction. Privacy Policy. No matter how long you’ve been associated with sales, you’ll never know it all.

Customer Loyalty So You Have It?

Increase Sales

Continue the same practices, policies, and procedures through archaic customer service training? In many cases it may be your policies, procedures and customer service training. The 20 th century business model focus was labor intensive. Creating satisfied customers was the goal. However, the 21 st century has changed the marketplace forever.

Get Peace of Mind: A Final Look at Your GDPR Compliance Checklist (24 Steps)

Sales Hacker

That’s because GDPR — the EU’s policy framework on the access, use, and management of personal data — completely changes the game for any company doing business with individuals and entities in the region, regardless of where the company is officially domiciled.

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GDPR & Recording Sales Calls: What You Need to Know


Because of this, most companies with operations in the EU or recording calls placed into the EU are adopting one of these business policies: Establishing Consent. In this case, they opt for another policy. The preceding policies apply to the buyer, but companies also need to consider their employees’ data. Even if you operate outside of the EU, it’s an HR best practice to have all of your reps sign an “Employee Telephone Monitoring Policy”.

It's OK for Salespeople to Lie When This Happens

Understanding the Sales Force

His business was ruined - not because he is a Trump Supporter - he isn't - but because he was in a picture with Trump and people assume that he supported Trump's policies for healthcare. Image Copyright iStock Photos. This new world we're all living in is getting downright scary.

Eating Workplace Culture One Bite at a Time – Part 09

Increase Sales

The shift is younger employees within the workplace culture want to be involved in setting the policies and being part of that overall process. This involvement extends to understanding the specifics of any pro-environment policies.

5 Tips to Improve Sales Productivity

Increase Sales

Look at the areas of procedures, policies, processes, production, people and progress (time). Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1

Precise Account Management Through CRM


Policy. Account classes dictate how you treat your customers, especially your important customers, and these classifications and their actions must be the subject of precise policy. While technology will provide you all the necessary data you need to write policy, the technology cannot write the policy for you. Policy does not come from CRM—but it is certainly executed through CRM. That policy must really be nailed down.

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Is this the REAL Reason for Increasing ‘Pipeline Under-Performance?’

Bernadette McClelland

31% now have a policy for blocking ‘off-panel’ purchases – that is, they simply won’t allow new vendors to engage direct. There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met.

3 Things You Must Change to Improve Your Sales Meetings

Jeff Shore

The Zero Negativity Policy. By implementing the Zero Negativity Policy (which wasn’t actually the name of it) sales people felt more comfortable attending. If you have a negative culture brewing, you may want to implement the Zero Negativity Policy. By Ryan Taft. ?One

Leadership Lessons from the NFL

The Sales Leader

They create policies, plans, and action before they need to. The best leaders are proactive. The NFL has failed in this regard.

Mo’ Adjustments, Mo’ Problems – and Mo’ Sales Comp Admins Won’t Solve Them


At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. If that ratio sounds like an impossible dream for your organization, consider the following fundamentals for creating an exceptions policy to get manual adjustments under control: Gain an Executive Sponsor for the Effort. The same goes for exception policies. Solidify (or create) your exceptions policy.

Maximize profitability – sell value and manage price expectations

Sales Training Connection

This is not a training issue – it is a policy issue. The senior sales leadership needs to establish policies that relate pricing to customer value and the cost of doing business. And, requests for pricing exception must be managed, as a policy change issue not a price discounting issue.

7 Ways To Reduce The Potential Cost Of Losing A Salesperson

MTD Sales Training

I covered over some of the following information, which got him thinking: Without a robust hiring policy, it’s possible that your choice of salesperson could come back and bite you hard. These should include: A robust recruitment policy. Privacy Policy. I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years.

Lazy Salespeople and LinkedIn

Increase Sales

Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations.

Using the Gig Model to Build a Sales Engine

Sales and Marketing

Author: Staff "It will sell itself.". We hear that sort of hype often, especially from newer entrepreneurs and innovators looking to build a startup and acquire venture capital. Unfortunately, almost nothing sells itself , no matter how great that product or service may be. From the very beginning – before the product is even developed – startups as well as mature organizations rolling out new product lines need to ask the question, “How will we sell this?” Through a channel partnership network?

What is Not Why – Sales eXecution 326

The Pipeline

Start of the year is when you see a lot of policy changes, changes in fees, service levels etc. Having had to face new fees and policies, I have come to observe that there is a missing element in how sales people, and I would argue all who interface with clients in any way, deal with change.

5 Terrible Responses to Price Objections

Don’t blame it on company policy or make your boss the bad guy. Rather than making your boss or company policy the enemy, communicate that your company is on the customer’s side, too. Anyone who’s worked in sales knows that price objections are common.