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  • Join Me at Dreamforce 2014
    If you're planning on being at Dreamforce this year, I'll be speaking there. This event is huge. Last year 130,000+ people came from around the world. Put on by SalesForce.com, it is THE EVENT for people in the sales space.  I'm speaking on Wednesday morning. Here are the details: #1 Competitive Edge in Today's Sales World October 15th, 9 am PT (Wednesday) Marriott Marquis, Yerba Buena Salon 7 With today's escalating buyer expectations and ever-changing business environment, it's tough to stay at the top of your game. I kick off the session with a focus on the singular skill that virtually guarantees a successful career.
    in Top Sales World
  • Looking for Jack
    Issue Date:  2014-11-01 Author:  Paul Nolan Teaser:  I have been writing about the power of non-cash incentives for longer than I care to admit. Early on, I routinely called on John Jack, a vice president at BI WORLDWIDE, a Minneapolis developer of performance improvement programs. John had amassed a large folder of research and articles about why cash did not motivate as well as non-cash incentives, but he summarized it the same way each time we talked: "More money isn't what makes Sammy run, he'd say." I have been writing about the power of non-cash incentives for longer than I care to admit. Early on, I routinely called on John Jack, a vice president at BI WORLDWIDE, a Minneapolis developer of performance improvement programs. John had amassed a large folder of research and articles about why cash did not motivate as well as non-cash incentives, but he summarized it the same way each time we talked: "More money isn't what makes Sammy run, he'd say." read more
    in salesandmarketing.com
  • Correcting Mistakes for Your Q4 Sales Push
    Issue Date:  2014-11-17 Author:  John McGee, CEO OptifiNow Teaser:  The fourth-quarter sales push seems inevitable. Now is an opportune time to identify and fix common mistakes that directly correlate to sales losses. The fourth-quarter sales push seems inevitable. Now is an opportune time to identify and fix common mistakes that directly correlate to sales losses. read more
    in salesandmarketing.com
  • Meeting at DreamForce 2014
      K, I’m gonna be at Dreamforce the week of October 13th.  If you’re gonna be there let’s connect. My favorite part of Dreamforce isn’t the Keynotes, or the sessions. My favorite part of Dreamforce is connecting with the attendees. Today’s world is more virtual than ever. Our sphere is bigger than it’s ever been, […]
    in Top Sales World
  • Selling on Top of the World
    As you can imagine, I am often asked by sales leaders anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics, where are their strengths, and what differentiates them? Over the past twenty-five years I have trained and developed more than one […]
    in Top Sales World
  • Stop Avoiding layered Incentives (and Learn to Love Them)
    Issue Date:  2014-11-21 Author:  Dan Hawtof, Parago Executive Vice President Teaser:  Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. At the same time, they fear what they see as the cumbersome process of providing incentives for anything but straight sales. Tips for coooking up a program that's just right. Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. At the same time, they fear what they see as the cumbersome process of providing incentives for anything but straight sales. Tips for coooking up a program that's just right. read more
    in salesandmarketing.com