by Jeff Eldersveld – August 2013 What does “best” mean? The word “best” is interesting. While clearly defined in sports with crowned champions, MVPs, medals and trophies, the business side of sports is a little harder to understand. Who is the champion of website marketing? What was the best in-game promotion? Sure, there are awards for…Continue Reading Are you the best around?
by Kirk Wakefield – July 2013 Preparation is the key to selling efficiency Preparation is on anyone’s top 10 list of what makes successful salespeople. Successful preparation is based on asking the customer the right questions. Knowing the right questions is one thing. But knowing the right answers can lead to more sales and more…Continue Reading 3 basic questions you should ask premium seat buyers
by Chris Zeppenfeld – June 2013 How can CRM fail? Numerous studies estimate that somewhere around 50% of all CRM implementations ultimately fail. That’s scary. Why do CRM implementations fail? User adoption is usually at the top of the list of most of the articles on the subject. The recurring theme is reps and managers need…Continue Reading Sales training for CRM: The 3 sales rep types & how to reach them
by Shawn Achor – June 2013 What is the connection between happiness and sales? Most salespeople tell me it’s an easy question: “When I’m selling then I’m happy.” How could so many salespeople possibly be wrong? Undeniably, we feel happier after a sale, but that common answer is actually holding down our happiness and lowering…Continue Reading Which comes first: Happiness or success?
by Sean Ream – May 2013 Handling Objections How often do you hear the proud statement from a sales representative, “I just had a great conversation, they are definitely going to buy.” A natural response from the manager usually is, “What are his/her concerns?” And then comes the answer you don’t want to hear. “They…Continue Reading Sales Training: How to Handle Objections
by Drew Ribarchak – May 2013 In February 2008, Starbucks shut down all of its stores because of bad habits and inconsistency among their baristas. A sign on the front door that read, “We’re taking time to perfect our espresso. Great espresso requires practice. That’s why we’re dedicating ourselves to honoring our craft.” Implementing a strategic…Continue Reading Are you investing enough time into training? The 3 elements of good programs