Special Event: Transform Your Sales Culture Join Gene Marks and me on March 30, 2012 to learn how to upgrade your sales technology and increase your sales! Topics will include: How to generate greater impact from your sales incentive and compensations plans. How to plan for and create a sales culture and not just a […]
Save the Date: March 30th, 2012 Read More »
By Maria Baseggio, President, Sage Insights At this time of year, executives focus on two key actions: 1) Achieving your 2011 financial plan for orders, revenue, and profit 2) Finalizing a strategic plan that enables achievement of 2012 desired growth targets For 2011. the clock is ticking, leaving you very little time to reach the
Is Your Business Ready for 2012? Read More »
So how do you know that you have a strong and vibrant sales culture? Indications of your strengths include many tangibles, such as stakeholder retention, super-engaged employees, new sales referrals, better-qualified sales professionals, and increasing revenue. Employees and customers remain where they feel satisfied and a part of the culture. They will work together to solve problems
Knowing That You Have a Strong Sales Culture Read More »
Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail.
FIRE Your Prospect! Read More »
I hope you will take an moment and enjoy my cover article: “Sales and HR: Perfect Together” that has been published in the July issue of HR Keystones, the Pennsylvania SHRM magazine!
HR Keystone Magazine – “Sales and HR: Perfect Together” Read More »
Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first! I think that it is common for people to think
Becoming a Thought Leader Read More »
By Gene Marks, The Marks Group Customer Relationship Management (CRM) implementations continue to fail at a rate almost as alarming as Hollywood divorce rates. Don’t believe me? As recently as 2009, Forrester Research showed a 47% failure rate on new CRM projects. People just don’t use them like they should. Many wind up not using
How to Get People to Use Their CRM Systems Read More »
“Wow, we really need this!” or “It’s about time” is what people have been saying about Clare Novak’s presentations, EBIT-Duh! Finance for the HR Professional. Based on their enthusiasm, she wrote the book on finance for the HR professional. Over a thousand HR and Training Professionals have heard the presentation message. Now you can have
Finance for HR Professionals Read More »
What is your organization’s unique value proposition? When all employees in your organization understand the value proposition well enough to articulate it in any situation, they become highly valued members of the sales team and, ultimately, an integral part of the sales culture. Imagine if every individual in your company could articulate your value proposition
Value Proposition in the Sales Culture Read More »
Dear ToddCohen.com Sales Community, As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying “Well, I feel really good about my pipeline,” or “I have
“…But It Feels So Good…” Read More »