Many companies make a significant investment in their sales force since this is the front line in promoting their products and services. Optimizing the use of this resource is a continuous challenge affected by many internal and external factors. As these factors constantly change, firms repeatedly must address major strategy issues to ensure continued success.

If LinkedIn is not part of your strategy, you are leaving money on the table. If you went to LinkedIn and searched for either your clients or prospects, you will find approximately 98% of those professionals are on this platform. So why wouldn’t it be one of the biggest assets in your lead generation strategy.

How are YOU handling the 'new normal'? No, not your employees.  No, not your organization.  HOW ARE YOU DOING?  

The ability to craft and utilize diverse content at each stage of the buyer's journey is crucial for sales professionals. This journey can be segmented into three main stages: top of the funnel (ToFu), middle of the funnel (MoFu), and post-sale. Each stage requires specific content strategies to nurture leads, convert prospects, and maintain customer loyalty.  

There are 8 steps to rolling out an effective social selling program. In this webinar, Sales and Marketing leaders will learn what it takes to roll-out an effective program that generates business opportunities.

When you've presented the proposal, but opportunities aren't closing, you need strategies to compel prospects to make a decision. And discounts aren't the way to do that.

You’ve mastered marketing campaigns, but there’s more to email, events and digital marketing if you want to drive sales qualified leads. It’s time to elevate your marketing and sales approaches to convert those marketing qualified leads into the sales pipeline. 

WHAT IS A COACHING CULTURE? Culture shapes behaviors inside the organization and a coaching culture is one deliberately focused on growing and nurturing talent in order to deliver key results, strengthen leadership capacities, increase retention and deepen engagement. A culture that has cultivated a coaching approach to development often demonstrates some of the following characteristics: • Giving and receiving feedback in the service of being at one's best • Focusing on opportunities to help members of one's team grow • Operating in teams with clear goals and roles • Developing others when it matters most • Asking and empowering more than telling and fixing When coaching is embedded through all levels of an organization it becomes the predominant approach to working and leading together with a goal of building a best-in-class organization by building great leaders. Click below to download this White Paper.

We all seem to recognize that sales coaching can significantly improve the performance of your sales force. But as a sales leader, how do you help your front-line sales managers get the best results possible for their time and effort?   

The world is emerging from COVID lockdowns, but employees continue to operate differently than they ever used to. Managers are challenged with improving their team’s performance and maintaining a positive workplace culture while most continue to work remotely. Our new report on managing for improved workplace performance addresses issues that are critical to managers of sales and non-sales teams alike. We look at: The future of incentive travel, a key component of many sales managers’ motivation efforts How the pandemic year changed employee recognition Why 2021 requires a new type of sales management Our cover story features insights on motivation and making work matter from Michael Patrick F. Smith, a playwright and musician who worked for a year in the oil fields of North Dakota to test himself and exorcise some demons from his past. Smith has written a book about his experience, and it’s surprising how many of the lessons that he took away from his year toiling as an oil field "swamper" are applicable to managers who work in a completely different environment.

As businesses settle into a completely remote work world, managers are wrestling with how to keep their teams engaged, motivated and productive. Leading with honesty, openness and empathy are more important than ever. "Everyone will remember how their boss responded during this time. Did they focus on you at a human level?" said one workplace consultant. Other topics: Futures, not foosball, get workers excited How top-performing companies use incentives

Are your prospects singing the blues like Ray Charles and telling you, "Hit the road, Jack, and don’t you come back no more!"  Or are they screaming like James Brown, "You got, you got, you got WHAT I NEED!" Listen up! If you’re constantly turning people off and getting nowhere...and you’re not rocking the right approach to connecting with your buyers...you’re going to be hitting sour notes and going broke in a hurry, my friend! Fortunately, there’s a way to change your tune to one that strikes the right tone with your prospects. And it involves embracing just a few mindset shifts and learning a simple but powerful 3-step formula we developed called the PVC Sales MethodologyTM — which stands for: • Personalization • Value • Call-to-action Leveraging the PVC Methodology will turn you into a rock star connector, prospector and seller! But before we dive into the details of the PVC Sales MethodologyTM, there are a few other things we need to cover as we set the stage for your success. So sit up, and get ready to learn how to strike the right chord with your prospects!

On average, 83% of all newly hired salespeople quit within 3 years while 30% of them quit within just 3 months. One of the biggest reasons that newly hired sales representatives fail is because of their inability to prospect and build a pipeline of opportunities. Without effective prospecting, there will be no sales. Solid prospecting skills thus are of vital importance to the success or failure of any salesperson.

The gold watch is one of the most iconic retirement gifts imaginable. Watches, which have been used as corporate recognition items for decades, remain a staple of reward programs. But today’s styles aren’t your grandfather’s retirement gift. In fact, younger generations are driving watch sales in the consumer market, and that interest is reflected in corporate reward programs as well. Watch enthusiasts are younger than even 10 years ago, and they’re excited to create a portfolio of timepieces.

As a business leader, you know that people do business with, and refer business to, people they "know, like and trust". But you're frustrated because you don't have the customer growth or referrals to ignite your sales.   

The steps in the sales cycle have remained consistent over the years. What's changed are the tools that top sellers use to win more business. More and more, digital sales tools require salespeople to think and act like marketers to attract prospects.

When it comes to accountability, the focus is almost entirely on holding others responsible. But here’s the truth: real accountability doesn’t come from conversations—it comes from within.  

Most leaders believe they are facing an accountability problem, when the real issue is a lack of self-accountability. Teams often fall into a "powerless" mindset shaped by blame, excuses, and the belief that outcomes are outside their control.

Accountability Is Not a Team Sport challenges one of the most common leadership myths: that accountability is something managers give to others through conversations, consequences, or oversight. Drawing on real-world examples, behavioral science, and neuroscience, this paper makes a compelling case that sustainable performance comes from self-accountability, not external pressure.  You’ll discover why traditional accountability conversations often fail, what high performers do differently, and how leaders can build an internal system for ownership using the PowerOS framework. If you’re tired of having the same conversations with the same results, this asset offers a practical, research-backed way to shift accountability from something you enforce to something people choose.

Strategic account planning. It’s an annual exercise, right? A time-drain that produces a document that barely gets used and adds no value.

Join us for a game-changing webinar that reveals the secret to building a high-performing revenue engine through close collaboration between key business functions. In less than 60 minutes, you'll learn how to create a shared vision, set common goals, and optimize your sales and marketing strategies to maximize revenue growth.  

Why do executives test and screen salespeople?  How can salespeople circumvent that process and develop trusted advisor level relationships with those executives?

If your staff meetings are an arms race of ever more rosy stories about the future, ever more closely guarded presentations of current status, and ever more vague discussions about how well things are going between salespeople and clients, this session is for you. Award-winning author and systemic culture change expert Ed Muzio will show you a new way of thinking about forecasts and data. You’ll learn what you can do with your staff, today, to get it functioning better as soon as next week. Get out of the business of guessing what people mean as they try to make themselves look good, and get your team sharply focused on working together with data and forecasts to achieve the real results you owe your leadership.

Video can bring people together but it can’t create a meaningful or memorable encounter that drives results. That requires a unique skillset. Luckily, screen actors, television reporters, and other on-camera pros have unlocked the secret to creating personal relationships and memorable experiences with a virtual audience. In this session, actor and sales author Julie Hansen shares the must-know secrets from her new book, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners and Teams."