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.

As we all know, salespeople absolutely love to win and hate to lose—and think they can win every deal. Sales management might say, "I love to win as much as the salespeople, but only if it’s the right business!" Sales managers know well the hot pursuit of a win can backfire when salespeople go after deals that aren’t profitable and, frankly, may not even be winnable.  

Once upon a time in a land far, far away, trainers told creative, captivating stories that piqued the interest of colleagues, clients, and customers. These trainers did not say, "Trust me on this" or "Take my word for it," nor did they overwhelm their listeners with complex bar graphs or slay them with bullet (points). Rather, they used the power of storytelling to get people to agree, believe, comply, or act. Stories help people sit up and listen, and most importantly, connect!  

Many companies kick off the calendar year by bringing their sales team (and sometimes sales support staff) together for a few days of planning, practicing and pumping the team up. Sales kickoffs set the tone for the rest of the year, which is why it’s critical to make the most of them. Our latest Focus Report takes a closer look at how to put together an impactful kickoff that provides significant ROI. Experts and sales leaders we spoke with share insights on: The key ingredients for the most effective sales kickoffs Why recognition and celebration are essential components of kickoffs Why you should avoid virtual kickoffs at all costs Why the voice of your customers should be highlighted at your kickoff Strategies for smarter territory planning

Any way you say it, it means "Influence" - the  most important skill needed in today’s workplace.  And whether you’re a training manager, trainer, IT Professional, SalesRepresentative, Sales Leader you may want to improve your Influence Skills to get the results you want.  

How did an employee engagement provider generate more than $3 billion in additional revenue? How did the maker of a firebrick exponentially increase their sales? It’s all about the stories we tell — especially those we tell about and to ourselves.  

For businesses to succeed, it's critical to have a plan offering tangible solutions in the event of an economic downturn. While we have staved off the "R-word" (recession) for now, one never knows when the economy will have a downturn. Have a plan and deploy every tactic to not just survive but THRIVE! Learn successful strategies to WIN the war and why there are always opportunities to capitalize on -- you just have to know where to look. Don't let fear stop you from achieving greatness.

Imagine attending a virtual training session where you felt understood and included. Your needs for reflection, social engagement, practical content, or creative idea generation were respected. You can create that experience for your learners by keeping their communications styles in mind. Some styles want you to get to the point quickly, some love time to get to know their colleagues, some need space to reflect or work independently, and others are most attracted to novel activities. By holding their diverse needs in mind, you’ll get their attention and keep their engagement.

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.

Amidst plummeting employee motivation and waning job satisfaction, even the best efforts of today's leaders are struggling to maintain a motivated workforce. Join us in this exclusive webinar, we will unveil an innovative scientific approach to revitalizing employee motivation and delve into the discovery of the 23 core intrinsic drivers that fuel your passion and those of your team. During the webinar you’ll gain a comprehensive understanding of your results, as well as learn how to harness these insights to supercharge your own work and foster a thriving, diverse team that excels.

Uncommunicated expectations are often unmet expectations. That won’t fly when you are trying to talk with your customers’ executives! With complex solutions, often it becomes clear that higher-level support is required to make the sale. What does it take to engage your customers’ executives in a meaningful way? 

The statement "Our people are our greatest asset" is so overused it mostly causes eyes to roll. Aside from those who don’t like people being called assets, the statement is mostly met with disgust because it’s a reliable red flag that a company is all platitudes and no gratitude. If the global pandemic increased managers’ awareness of the importance of making it clear to employees how much they are valued, the statistics don’t show it. According to a 2022 Gallup Poll, 54% of Gen Z employees, slightly higher than any other generation, are ambivalent or not engaged at work. Only 32% of workers overall say they are engaged with their work. A livable wage and meaningful work are two key factors for workplace engagement. After that, recognition is vital, and currently, only 23% of employees strongly agree they get the right amount of recognition for the work they do. Think about that! Nearly three-quarters of employees are missing the steady reinforcement and appreciation they need to help them be their best. And employers are missing out on benefits of fielding a work force that feels appreciated. Our annual Ultimate Guide to Non-Cash Incentives explores the benefits of workplace recognition beyond a paycheck and offers ideas about how companies can improve in this area. It also features key suppliers in four non-cash incentive categories - merchandise, gift cards, travel and experiences, and incentive solution providers. Even if you’re in the minority of companies that get recognition right, it can’t hurt to have more insight into this key component of staying competitive.

Robert Cialdini's legendary book, INFLUENCE, was published 39 years ago. The world has drastically changed since 1984, yet Dr. Cialdini's persuasion principles have held firm because they are rooted in un-changing human psychology.  Marketers, consultants, C-level decision-makers, training specialists, negotiators, and experts in Sales, Communication and HR who master Cialdini's principles invariably:

Back by popular demand! Our special guest; Tony Parinello, author and creator of Selling to VITO, the Very Important Top Officer! Tony, is a Wall Street Journal best-selling author who has personally trained well over 2.5 million salespeople and the majority of the F-1000 to create bigger sales and commission checks while drastically cutting sales cycle times.  

In a world where nearly half of all B2B buyers would prefer a rep-free buying experience, the timeless mantra of selling - "Always Be Closing" - is, well, not so timeless. The new ABCs of selling are "Always Be Credible," says C. Lee Smith, CEO of SalesFuel, a sales intelligence and enablement firm. To get facetime with B2B purchase decision-makers, salespeople need to be viewed as trusted advisors. They can’t earn trust unless they are first perceived as having a high degree of credibility, Smith says. A new sponsored Focus Report from SalesFuel and Sales & Marketing Management examines: How sales professionals can develop the sort of credibility that opens prospects’ doors Why building credibility starts before you even meet a prospect Research on what buyers want from sellers (It goes way beyond product knowledge) 6 tips for building a strong online presence The report also features contributed articles from sales experts Anthony Iannarino on how today’s successful salespeople gain buyers’ confidence, and from Jeffrey Gitomer on the secret to getting all the referrals you could ever hope for.

Much of sales involves gaining and keeping momentum in your opportunities. Mastering the sales conversation can help you get there.  

The worst question a B2B salesperson should ask is "tell me about your business." The second worst is "what keeps you up at night?" Ask one of these questions and you're toast.  

Becoming a micro-influencer takes a combination of compelling content and engagement from your targeted audience to build a reputation of a thought leader and subject matter expert.  

Tired of tedious, complex sales planning processes? That’s okay, most sales leaders feel the same way.  

Join Dr. Britt Andreatta as she walks you through insights from building an award-winning leadership training for healthcare professionals. This brain-based program leverages the latest research on healthcare organizations and workplace well-being as defined by the AMA and the U.S. Surgeon General.  

Incentive travel programs are so effective at maximizing sales performance that every large and many mid-sized companies run one.  These "President’s Club" programs motivate sales reps and managers to sell to the best of their abilities and reward the top achievers with spots luxury trips to highly desirable resorts around the world. Yes, these trips are expensive but if properly structured, they are investments that provide a return-on-investment (ROI).  

With the rise of AI, chatbots, and a barrage of martech innovations, even the savviest of marketing & sales leaders are left feeling lost. That's why we're excited to bring you a game-changing webinar that offers an executive's guide to the latest trends and technologies in digital transformation.  

When it comes to charts, we all know how to make bars, lines, and pies. But sometimes we want something a little different. Microsoft PowerPoint MVP Nolan Haims will show you how to extend and hack PowerPoint's charting tools to create unique data visualizations that will stand out and make audiences take notice.

Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.