by Brian George – July 2013 Much of your personal brand is on display via social media, as Ken Troupe shared with us in Establishing Your Personal Brand and What does your Twitter and LinkedIn say about your personal brand. Within the context of premium and corporate sales, let’s explore more what it means to establish…Continue Reading How’s your sense of sell? Defining your personal brand
by Eric Fernandez – July 2013 Microsoft Surface on the sidelines In May, the NFL announced a ground breaking partnership with Microsoft that would bring interactive features to fans watching at home through the X-box One console (in-game Skyping, split screen to view game feeds with stats and fantasy updates, etc) and provide a significant…Continue Reading Where is the next tech battlefield? Predicting the future of sponsors on the field
by Jeff Tanner – July 2013 Are salespeople motivated just by the $ sign? Perhaps the greatest myth in sales is that salespeople are only in it for the money, especially when it comes to sponsorships and premium sales in sports. Our research regarding salesperson motivation showed money as the primary motivator for no more…Continue Reading Show me the money? The truth behind effective sales commission plans
by Drew Mitchell – June 2013 A crummy commercial? A Christmas Story is one of my favorite classic holiday movies, an opinion likely shared by many of you given how it seems to run 24/7 on TBS during the Christmas season. As my family gathers around the Christmas tree each year we laugh at the great…Continue Reading Be Sure to Drink your Ovaltine (and other sponsorship lessons from A Christmas Story)
by Phillip Grieco – June 2013 Couch vs. Run? Recently I was lounging on my couch after dinner, debating whether to make the effort to get to the gym or go outside for a run. You can imagine which one won that battle. So, I ended up tuning into NBC’s THE VOICE. I’ve seen it from time…Continue Reading Amplifying our VOICE: How Sprint Leverages ‘Unlimited’ Content and Why Teams Could Do It Even Better
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 Dawn Turner – May 2013 Keeping it Fresh Signing a long-term deal can be compared to getting married. In the beginning the relationship and courtship are very exciting. Executing the agreement constitutes the end of a courtship process. The first couple of years are the honeymoon phase. Then the focus switches to how to…Continue Reading 5 Ways to Keep Partnerships Fresh
by Shane Hildreth – May 2013 Think back to your childhood. You’re playing with your friends in the front yard and a four letter word comes flying out of your mouth just as your mom walks outside. And just like that, you’re grounded. You knew you shouldn’t have said it, but it’s just a word…What’s…Continue Reading No…A Four Letter Word
by Carson Heady – April 2013 Sales is a psychology; a profitable sport by which we engage clients, build relationships and seek the perfect balance for the holy sales trinity: customer, company and you. Without all of these entities in mind, the transaction and stability suffers. [dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]…Continue Reading The Sales Commandments According to This Disciple