Insights

The Guide To Quota Attainment

The Guide To Quota Attainment

What is the perfect time management balance between developing your sales team with effective training and meeting customer needs that achieve bottom line results? Achieving this balance is about avoiding the extraneous, reinforcing strengths, identifying skill gaps with each individual team member, getting directly to the root of the problem, and delivering a tailored learning journey that will uplift performance at the right time in the right places.

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Fueling the Sales Addiction – Insights [Transcript]

Fueling the Sales Addiction – Insights [Transcript]

Guest: Hang Black, VP of Revenue Enablement at Juniper Networks Episode 2. Fueling the Sales Addiction Summary:  In this episode, Harry Kendlbacher, Chief Executive Officer at Global Performance Group, speaks with Hang Black, VP of Revenue Enablement at Juniper...

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Create your own goldmine

Create your own goldmine

70% of employees are disengaged from their work. The cost to the US economy: between $450 – 550 billion.* Today’s buyers believe they can find on the internet most, if not all, of the information they need to make informed purchase decisions. Once they feel informed,...

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Keep customers happy and keep your customers

Keep customers happy and keep your customers

Customer retention should be your top priority. Period. And here’s why: Increasing customer retention rates by 5% increases profits by 25% to 95%, and that comes straight out of Harvard Business School.[1] So why spend so much money schmoozing leads and potential...

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Increase price and boost business

Increase price and boost business

Increasing prices are a fact of life, and in the race to retain customers, price increases are often the biggest hurdle to overcome. So, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your...

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Take the bull by the horns

Take the bull by the horns

The more-flexible dialogue-based approach to selling that we introduced in the last blog isn’t easy. In fact, it’s outside the comfort zones of many selling professionals.  Of course it is! Adopting a flexible, dialogue-based approach that provokes the complacent...

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Flexibility is the future in B2B sales

Flexibility is the future in B2B sales

Today’s web-savvy B2B buyers believe they know best. They’ve done the research. They know all the suppliers are alike. Now it’s all just down to the price. 60% of executives say that their companies do not “consistently do a good job of aligning offers to target...

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B2B selling gone wrong

B2B selling gone wrong

85%: Gartner Group’s estimated commercial transactions that will occur without the aid of a sales representative by 2019.*  In B2B selling, gone are the days of the same-old boring sales approaches. To succeed with today’s web-savvy B2B buyers, sellers need to...

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B2B buyers are changing

B2B buyers are changing

40% of B2B buyers say they waited longer to initiate contact with suppliers this year than they did last year.* Business-to-business (B2B) selling is changing with remarkable speed. Just a click of a button can make most people an expert, and as a result, web-savvy...

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Get your team talking and inspire innovation

Get your team talking and inspire innovation

Many executives see innovation as a leadership issue: The big guns, employed at significant cost, are incapable of delivering what they promised. But the lone genius is a rare find, and in your hunt to find one, you'll end up alienating and demotivating some truly...

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No such thing as a fast buck

No such thing as a fast buck

After hours of brainstorming, R&Ding, planning, thinking and talking, you'd think that at least one person in these huge multi-national corporations would have stood up and challenged the notion of Colgate making meals or Bic making underpants. But this is what...

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Talking about our generations

Talking about our generations

Most corporate leaders are smart, logical people, and many of them are Gen-Xers or Baby Boomers, groups characterized by the need for processes learned in a pre-Internet world, where they needed to physically move from place to place to deal with most tasks. When...

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