Search

While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air traffic control, and in the ...

Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources. The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating for the specific behaviours salespeople ...

Many employers believe that money is the most effective motivator. The problem is that this method gets expensive and doesn’t work as well as positive, non‑monetary motivators. There are other positive motivators that excite many employees even more than money, such as recognition, prestige, achievement, sincere appreciation, pride in a job well done, a voice ...

If you are an entrepreneur–or for that matter a salesperson, speaker or even a comic–there is a story that you need to tell. It’s the story that will attract the attention of and engage your audience. It’s a story that will make them laugh. In the end, it’s the story that will will motivate them ...

Salespeople traditionally lead with features and benefits rather than value. But they need to understand that buyers don’t know what they don’t know.

49% of sellers said that ‘getting into the executive level’ is one of their top 3 challenges (source: The Whale Hunters 2016 survey) Question: What are the ‘Windows of opportunity’ as they relate to calling on the C-suite? Answer: For your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x ...

Every recruiter deals with the issue of hiring a sales manager, which is a tough process of candidate search, comparison, selection, interviewing and, only afterward, employing. To make this process less significant, we’ve made a guide on how to identify an expert sales manager. Bear in mind that if a potential sales manager presents the ...

As you might know, an “elevator pitch” is a selling tool and conversation starter that very briefly but powerfully describes your business, product or services. It answers a prospect’s question of, “What does your company do?” Generally, a salesperson’s answer is a combination of bragging and self-focus–or a pitch that sounds exactly like one of ...