Take a minute to think about how you incentivize your sales force. Do you rely solely on the commission they can earn with a yearly or quarterly bonus thrown in for good measure? If so, you may be missing out on one of the most powerful ways to motivate your sales team. The fact of […]
Small Incentives Reap Large Success Read More »
If you have been paying attention to legal news, you know that by this point in time, the United States government is building its case that Apple – headed at that point in time by the late Steve Jobs – engaged in a nefarious price fixing scheme for eBooks in the iBooks store. The courts
Hardnosed Negotiating as Executed by Steve Jobs Read More »
Here are some troubling numbers for you: – Fewer than 55% of all sales reps regularly make their quota – 65% of all sales professionals give up on a sale after hearing their second “no” from a decision maker – 7 out of 8 companies will never achieve profitable growth, despite having adequately detailed strategic
Motivate and Support Your Sales Force Read More »
Prospecting is arguably the most underrated part of the sales process. What many salespeople fail to realize is that putting in the proper time and effort into prospecting can make all the difference between a wasted week and a killer sales period. It is crucial that our partners develop the right systemic approach to prospecting.
4 Mistakes Salespeople Make When Prospecting Read More »
There’s no mistaking the simple fact that leadership styles differ enormously from person to person. There are, however, a number of shared traits that successful, effective leaders possess. Research has proven that these traits of sense and success are deeply linked to the thriving of effective leaders. Good leaders are immediately open to new understanding.
6 Leadership Best Practices Read More »
Anyone who works in sales knows that there are a lot of potential pitfalls – and they happen all the time. Avoid huge potential hitches by following these tips. Don’t trust a verbal agreement. While, according to this Forbes article, it’s not always legally required to have a written contract, it definitely serves as insurance.
How to Avoid These Worst-Case Scenarios in Sales Read More »
There is no reason to have the members of your company’s team participate in an online training program if they are not going to implement what they’ve learned. This kind of training means that those who take part will be held accountable for their learning, and in most workplaces, the effectiveness of this accountability must
How Learning Effectiveness Works: Measuring Results Read More »
Think about what trust means to you, or to your organization or company. Webster’s Dictionary provides some good keywords: confidence in something or someone else, dependence on something in the future, assurance of the character or ability of a person or group of people – ultimately, they will pull through for you. So with this
Gaining Trust for New Team Members Read More »
According to Sarah Kilborne of the Huffington Post, email marketing enables companies to do three things at once: remind, promote, and boost sales. If done right, email marketing will do all three of these things, while building a stronger loyalty to your company. Quickly becoming embedded in the marketing world, email marketing, along with social
How Email Marketing Increases Sales Read More »
Ron Shapiro, co-founder and Chairman of Shapiro Negotiations Institute (SNI), was featured in the Sports Business Journal’s 2013 class of Champions: Pioneers & Innovators in Sports Business. Ron, along with the other 5 Champions, was recently honored for his achievements during a special ceremony on April 3 at the IMG World Congress of Sports in Naples, Florida. Ron
Sports Business Journal Champion – Ron Shapiro Read More »
