Change for many, can be scary and that is understandable. As we re-emerge in a changed world, as salespeople we can easily focus on problems that overwhelm and stagnate us, or we can choose to focus on solutions that carry us forward to new and better realities. Read more…
Attitude is everything! Here’s how COVID-19 can help you focus on “I can!” as our sales paradigm continues to shift. We focus on healthy habits and also share hot sales fitness tips to keep your head in the sales game and targeted on providing value to prospects and customers when they need it most. Read more…
“This too shall pass.” is one of the old adages we rely on to help as a reminder that better times will come and to continue to persevere. In thinking about how the last six weeks as COVID-19 and social distancing have changed our interactions, it seemed fitting to consider the “silver linings” we are realizing and can positively control, in seeking to improve our sales skills, strategies and methodologies as professional salespeople. Here’s how…
In our last post, I began sharing how our work with clients to automate commission calculations often leads to more philosophical questions about how to structure commissions to best their motivate employees. In fact, some common practices can have the complete opposite of their intended effect, actually de-incentivizing employees to exceed their quotas. If you haven’t read Part I, click here. Here’s Part II of this important topic.
Structuring commission plans is tricky business! I hear it all the time, as we work with our clients to help them automate commission calculations – a huge hassle that sales management software can alleviate. While our work with clients is focused on configuring workflows and logic statements to run accurate calculations, there’s really a much bigger question that we also love to talk about – what their commission plan structure should actually consider.
When salespeople understand the direct benefits they can personally derive from using their company’s CRM, they’re much more likely to embrace it. A CRM has great potential to become a welcome, trusted sales tool that keeps salespeople organized, focused, and in winning shape. Here’s how to convince them to use it!
There’s been plenty written about how marketing teams can leverage data like web traffic, social media interest and email “opens” to customize messaging, nurture leads and help their sales team build a pipeline. Less often discussed is how sales teams can leverage their sales data to close more deals and make those deals more profitable. Especially today, when the world around us is changing and we need to think and act differently.
It’s that time of year again. As we look back on the year that was and the one to come, it’s natural for us to reflect upon how we can make some positive changes in both our personal and professional lives. For those of us in sales, that includes changes to help us sell better and sell more. That’s right; it’s time to make some New Year’s Resolutions...
What happens when you turn your customer into a sales ally? You close more deals. Collaborative selling puts the customer on your team, allowing them to share in the planning – and ownership – of how to address their security concerns. Here are four things security integrators need to do to put this powerful practice to work...
The Security Technology marketplace affords technology integrators and security service providers with many new ways to generate Recurring Monthly Revenue (RMR). Here are four ways to boost your company’s bottom line by leveraging RMR services and solutions.
