Is it true that money can only motivate a person so much? It is according to Dan Pink, an accomplished author and ex white house speech writer. Dan recently wrote a book and has given several speeches on motivation, or “Drive” as he calls it. A very cool animation of one of Dan’s speeches on [more...]
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I was awed the other day when a coworker came up to me and started complaining about how he had to attend a seminar on the role of social media in sales prospecting. I told him to consider himself lucky, as most companies don’t go out of their way to keep their sales reps up [more...] Sales reps are interesting creatures. If asked, most would tell you that they want the freedom to do what they want, when they want to do it. However, if left to their own devices, your sales team would probably do whatever made sense to them at a moment without much of a plan. Obviously this [more...] I found another great article on sales training was written by Grant Cardone that continues a thought from my last post on how to correctly implement training. Grant and I share the same opinion that sales training is not only important but is actually a necessity. The question is how to correctly implement that training. [more...] In the Sales and Management Blog, Paul McCord recently blogged about the importance of supporting your sales team. I agree that it is crucial for managers to not simply just “manage” but to also teach and serve their sales team. Sales reps are the backbone of the sales process, yet they are often underappreciated and used as scapegoats for the shortcomings of [more...] A recent search on Google for “cold calling” returned more than 33 million hits with titles such as, “Still Cold Calling for B2B Lead Generation?”, “Cold Calling is a Waste of Time”, “Never Cold Call Again” and the old standby, “Cold Calling is Dead”. Are the rumors true? Is the old-school method of telephone lead generation [more...] Companies that call their prospects with the most targeted, relevant messages win more deals. Those that don’t do the research, or take too much time searching for information will miss out on opportunities. Here are 3 ways to boost results: 1. Get the “Golden Nugget” Before the Call 30 seconds. That’s the most time a caller has [more...] |
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