Category Archives: Sales & Management Training

Same Side Selling: 9 Integrity-Based Approaches to Fuel Your Sales

By Shama HyderFounder and CEO, Zen Media Today’s connected consumer, a boundary-defying social phenomenon that blurs the lines between consumers, corporate buyers and other external and internal stakeholders, demands highly personalized products and services customized to individual needs. That’s why connected consumers are saying enough to: Impersonal engagements Pushy interactions Scripted up-selling When salespeople utilize strategies that... Read More

5 Ways to Be a Successful Account Executive

As an Account Executive, how many times have you dreaded making a sales call, wondering if the prospect really wanted to hear from you? Sales is a tough job, but it can also be very rewarding. The latest surveys and research indicates that customer experience is the most significant differentiator these days. Customers expect their experience with... Read More

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips) By: Mary Grothe   Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success… And more than likely, they’ll still fall short of reaching their goals.... Read More

A Radical Prescription for Sales

A Radical Prescription for Sales By: Daniel H. Pink   Some things in life we know are true. The sun rises in the east and sets in the west. A body in motion will remain in motion unless acted on by an outside force. And the best way to motivate salespeople is by offering them commissions. But... Read More

Invest in Your Salespeople and Grow Your Profit

Written By: Richard F. Libin  How do you measure wealth — people or profit?  Most businesses will answer profit. However, if your business is “people broke” it’s also going to be “profit broke,” if not now, soon. The fastest way to increase profits is by building the people wealth of your business. Owners invest hundreds of thousands... Read More