DISC is a powerful tool for understanding human behavior and improving interpersonal communication. In sales, knowing your client’s DISC profile allows you to tailor your approach, build stronger connections, and ultimately close more deals. This guide will help you understand how to identify DISC styles and how to adapt your sales techniques to suit each personality type. Whether you are speaking with a dominant decision-maker, an influential enthusiast, a steady supporter, or a cautious analyzer, DISC provides the insights you need to enhance your communication and sales strategy.

This handout equips you with powerful AI prompts and actionable strategies to open new doors and drive sales. With these tools, you’ll develop personalized messages for leads, streamline your outreach, consistently follow up, and nurture meaningful relationships that fuel your business’s growth.

In today’s evolving workplace, employee recognition is more important than ever. While salary, benefits, and career growth are key retention factors, a strong culture of appreciation can be the difference between high engagement and high turnover. Download our latest insights on non-cash recognition programs to learn how companies are striking the perfect balance in rewarding employees—beyond just paychecks. Discover strategies to boost morale, retain top talent, and create a workplace where employees feel valued. Why recognition matters in today’s workforce How non-cash rewards drive engagement & loyalty Best practices for impactful employee appreciation Get your free download now and start building a recognition-driven workplace!

Why Incentive Travel Program Sponsors Are Including Non-Sales Workers Incentive travel has long motivated sales teams, with programs like NCR’s 1910 trip for top sellers marking its early use. While traditionally tied to revenue-driven roles, companies now recognize that cash incentives lose effectiveness beyond a certain point. Research shows that travel rewards are highly valued for fostering connections and offering unique experiences. Despite its high cost—averaging $4,900 per person—well-structured programs can pay for themselves by driving revenue. Industries like automotive, finance, pharmaceuticals, and tech continue to invest in these programs to maintain a competitive edge. Download this report to learn how major companies are using Incentive travel in all areas to create greater success.

As the workplace evolves, so do the demands on leadership. The way we lead, train, and develop people must adapt to shifting expectations and challenges. For 2025, three pivotal leadership development trends stand out.  Ignoring them could leave your organization falling behind—but embracing them can propel your team forward. Let’s explore these trends and how programs like Lead in 30 are designed to address them.

Where do you fall on the continuum of technology adoption? Are you an innovator, chomping at the bit to get your hands on new tools before everyone else? Do you lag the majority, resisting new tech until it’s an absolute must? Or, perhaps you’re like me, cautiously optimistic? Cautiously optimistic has been my approach with generative artificial intelligence (AI). When ChatGPT set a historical record in 2023 as the fastest growing consumer application, I paid close attention to early adopters as they experimented with AI, before determining how I might incorporate this new wave of technology into my own ecosystem and work in measurement and evaluation (M&E). Optimistic me was excited about the potential of generative AI to support and even revolutionize our approach to measuring learning outcomes. Yet, cautious me was quick to remember our industry’s challenge with "shiny, new object" syndrome. In the context of measuring and evaluating learning outcomes, is generative AI just another shiny new technology tool, or can it truly revolutionize the way we demonstrate learning impact?

ROI in Marketing is a comprehensive guide that empowers marketers to measure the return on investment (ROI) of their marketing efforts with precision. The book introduces the ROI Methodology®, a systematic approach that helps professionals assess the impact of their campaigns, promotions, and initiatives. A chapter will be shared with all attendees seeking to justify budgets and enhance the effectiveness of their work.

Despite growing popularity, marketing automation remains underutilized in many organizations that could greatly benefit from it. It can open a world of new opportunities for your business as described in our free ebook, Guide to Marketing Automation.   Marketing automation streamlines complex marketing processes, allowing companies to efficiently manage campaigns across multiple channels. By automating repetitive tasks like email marketing, segmentation, and lead scoring, it frees up valuable time for strategic planning and creativity. Marketing automation streamlines your marketing efforts to:  1. Save time and money on your marketing efforts  2. Drive more sales  3. Get to know your clients better and strengthen customer relationships  4. Improve the user experience  5. Automate repetitive tasks  With Brevo, marketing automation has never been so intuitive and approachable. Don’t wait to take action and drive growth for your business.

They say what gets measured gets done. But are managers measuring the right metrics when trying to monitor the performance of their teams? Most workplace performance management processes have multiple conflicting intentions, according to an HR expert cited in this report. Insights shared here include five common-sense dynamics that capture a large part of an employee’s performance and why collaboration should be part of every worker’s performance metrics.

You know the old saying - great leaders are made, not born. But not all leaders are the same. Our research has found that leaders typically fall into one of three types. The first leader, known as the Pleaser wants consensus. The second type, known as the General values compliance. But the 3rd leader, known as the Creator, is different. They create clarity around what matters most. What type of leader is your organization developing? Meet the 3rd Leader. Learn more in this white paper.

Download this special report loaded with additional findings from the study. Plus, you'll get insider tips for executive leaders and middle managers.  

Click below to download this workbook for Bob Kelleher's  60-minute interactive webinar, 7 Tools to Unlock The Engagement of Your Team" where you'll learn the secrets to becoming a more engaged, motivated, and productive person, employee, and if applicable, manager, in this captivating and self-reflective session of self-discovery.  Bob will help managers, execs and leaders learn: How to coach employees to booster their personal engagement How to use polling exercises to get at the ‘undiscussables’ with your team  How to get your employees to go ‘above and beyond’ If you missed the live session, use this workbook in tandem with the On Demand webinar, available after 1/25/24.  Better yet, click here to register and join us for the live session on 1/25.

The holiday season means major shopping. And your customers are looking for the best deals. As companies try different tactics to reward loyal customers and attract new business, some incentives will work better than others. Learn how you can stand out from the competition this year. Download our 2023 holiday sales incentives guide and learn how you can send digital gift cards that encourage customer loyalty and attract new business.

New 75,000-Person Research Study Unveils Findings to Unlock Workforce Potential With almost universal awareness about the business benefits of employee motivation, why are employees checking out in droves? New research unveils findings about employee motivation that is stemming this trend in some organizations. Critical steps detailed that can help increase employee motivation in an organization.

In today’s global economy, as things like climate change, COVID-19, and political unrest around the world are causing corporations to rethink how they manage their business, a new question has emerged amongst these new theories in the practice of performance improvement: Can effective employee engagement make a positive contribution to stabilizing the global economy? This white paper explores that question in compelling detail.

The Covid pandemic has changed our lives forever, from the way we communicate, to the way we think about mental health, and far beyond. We have reorganized our priorities, put a higher value on time with family and friends, and have a greater appreciation for some of the freedoms we used to take for granted. This is no less true in the business world and the day-to-day of our jobs. One of the biggest workforce changes brought about by the pandemic is working remotely. And while many workers have begun to return to the office, a substantial number continue to work remotely or have a hybrid schedule. For some organizations, this new distributed workforce is here to stay. So how do you motivate them appropriately? Download this white paper for insights.

The media sales industry, along with many others, took a hit during the pandemic. The industry has bounced back as it continues its transition from traditional to digital formats. Our recent 2023 State of Media Sales survey of nearly 500 media sellers and sales managers reveals the challenges they face are not unlike those across the selling profession. We also discovered the best ways for sales managers in every vertical to improve their outcomes this year.

Whether your organizational goals include acquiring new customers or retaining top talent, you need powerful rewards and incentives to motivate your recipients. In this white paper, we'll discuss how you can find the right digital gift card management partner to help you stay competitive.

Our post-pandemic recovery has left us with instability in our supply chain, inflation, and a unique work environment. As a result, even the most solid retention and growth strategies must adapt and continue to raise the bar to ensure their contributions to brand and business value keep pace. There has never been a better time to reconsider the role of Business-to-Business (B2B) incentive and loyalty strategies. This ebook makes a case for why B2B incentive and loyalty program strategies must be refreshed or redesigned. Then, we will explore how to do that by exposing the three major reasons brands do not make these changes today. Finally, we will provide a checklist of the steps you should follow to refresh and reinvigorate your programs. Brands who simply roll over their program from year to year risk, at best, missing out on incremental revenue that could be achieved by reassessing your target audience's values. At worst, these brands face customer retention issues and lose share to their competitors. On the other hand, brands that redesign and make their programs smarter can experience about 20% gains in Return On Investment or more. Let’s dig in! 

It’s the most important thing you can do as a sales leader: Master the skill of sales coaching It’s the difference between hitting your number every once in awhile and achieving over-goal performance year after year. It’s the difference between moving up in your career or moving out. Yet so few sales leaders know how to coach their salespeople. Do You? Sales Coaching Success: Five Secrets Will help you: ✓ Know why the goals you set with your reps aren’t working very well. ✓ Discover the powerful habit that supercharges any salesperson. ✓ Create a cadence of accountability that drives real revenue results. ✓ Learn a proven process for conducting effective weekly one-on-ones. ✓ And best of all, love being a sales leader again!

Introduction When Peter McLaughlin and I first began talking about the topics of communication and feedback specifically, we quickly realized we had several things in common. We both felt that we were not particularly effective in giving feedback. In fact, we felt that we were pretty bad. We enjoyed the challenge and the positive results that come with a successful feedback conversation. We wondered why we had not naturally learned to give feedback. We agreed that if we were provided with a roadmap or model for giving feedback, we would have performed much more effectively in such situations. Looking back at particular examples, we both had a sense of delight from the positive encounters, and a sense of dread over the sessions that left us feeling discouraged, beaten down and lackluster. So why did we begin a project filled with such negative emotion? The answer—both to improve our own feedback skills and to examine what it would take to teach a new perspective and help "turn the opinion tide" that has made feedback a dreaded negative topic. Who doesn’t want to get better? Have you ever known anyone who said, "Nah, I’ll just stay mediocre and by the way, I don’t want a raise, promotion or exciting project…" Probably not. Our internal drive propels us to strive, learn and improve.

The Sales Leader’s Guide, 2023: Mitigate Market Risk and Drive Sustained Revenue in an Uncertain Economy With 2023 around the corner, it’s no secret that rumors of a recession are looming as inflation is at its peak and the market continues to fluctuate. While economic uncertainty is difficult to ignore, what does it mean for sales leaders and businesses? Readjusting expectations and evaluating processes will be a big part of successfully mitigating market risk and driving revenue in an uncertain economy. However, rather than reacting to market conditions, the successful leader will purposely pivot - using strategy, data, and resources efficiently to make better, data-driven decisions for their organization. With employee churn at a high, factors including upskilling and retaining talent, focusing on the quality of conversations, streamlining your tech stack to preserve time and budget, and mitigating organizational risk are just a handful of factors to consider when evaluating your readiness for the new year. This eBook outlines the following ways in which sales leaders can purposely pivot and utilize both data, technology, and strategy to remain resilient and overcome obstacles presented by a changing economic environment: Readjust your expectations to adapt to the changing economy Ramp new hires to full revenue productivity sooner Focus on quality conversations, not the quantity Mitigate organizational and budget changes by improving sales effectiveness Consolidate resources to better preserve time and budget Streamline tech to provide a seamless loop of insights and integrations Tailor your communications to avoid fines or upset consumers Ensure that your decisions are data-driven; it’s more important than ever

We all know we need to coach sales reps. In the face of The Great Resignation, a staggering 60% of reps say that they’re more likely to leave their job if their manager is a poor coach (*The Center for Sales Strategy.) However, successful coaching is not always as easy as it seems. A sales leader’s time is spent on a multitude of tasks - accurately forecasting revenue, understanding where deals are, getting on calls with customers - and often, as a result, they don’t know where to begin a formal coaching process. Whether your goal is to improve rep performance, onboard new hires faster, speed up your sales cycle, or boost retention rates, effective sales coaching driven by data can be a game-changer for your organization. This guide demonstrates: How sales tech can identify coaching best practices and increase coaching effectiveness and efficiency. How to use data to improve sales coaching, including real-life examples. How to leverage sales tech to better identify "who" to coach, "what" to coach, and "how" to coach it!

Your buyers’ lives, preferences, and expectations have changed. Two-thirds or 67% of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold your sellers to a high standard. That means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. Read this Essential Guide to the Buying Experience of the Future to learn how a unified, three- pillared revenue enablement framework of preparation, tools and assets, and communication empowers your customer-facing teams to thrive in modern selling environments.