Fri Sep 30, 2016

Kathy Crosett

compensation

Managers: Does Your Sales Rep Compensation Package Align with Culture?

Attention sales managers. Are your reps happier about the prospect of extra cash or would they appreciate recognition in the form of a trip to an exotic destination? The answers to these questions matter, and to some extent, depend on cultural background.

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Fri Sep 30, 2016

Rachel Cagle

Landing that First Sale Isn’t Enough

loyalty

How to hone your sales strategy to accomplish both landing your sales and inspiring client loyalty.

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Thu Sep 29, 2016

Kathy Crosett

51% of Retailers Say Inconsistent Marketing Leads to Customer Churn

churn

New research from Forbes shows that retailers often focus on acquiring new customers. This focus comes at the expense of existing customers and analysts believe improper marketing focus is one of the causes of churn.

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Thu Sep 29, 2016

Debra Calvert

Are You Staying in the Moment During Sales Calls?

moment

Paying attention. Being fully present. Actively listening. Staying in the moment. It matters a lot when you’re meeting with a buyer.

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Wed Sep 28, 2016

Kathy Crosett

Digital Impacts 56% of In-Store Retail Spending

retail

Deloitte’s new Digital Divide Study shows the growing power of digital as consumers of all ages turn to their mobile devices multiple times during a shopping trip. To escape the digital divide, your clients must target their digital marketing to ‘moments that matter.’

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Wed Sep 28, 2016

Jessica Helinski

Build Trust When First Meeting a Prospect

customerhandshake

In sales, it’s important to build trust quickly, preferably during the first meeting with a prospect. Unfortunately, many of these first conversations fall flat, which is a missed opportunity for a potentially lucrative relationship.

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Tue Sep 27, 2016

Courtney Huckabay

Are You Prepared to Answer These Top 2 Questions?

reporter

Marc Rothschild wrote about how publishers and broadcasters have realized that a one-size-fits-all approach to content and advertising is insufficient to actually break through with today’s consumers.

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Tue Sep 27, 2016

Jessica Helinski

What is a Value Proposition? [VIDEO]

jill-konrath-portrait

Do you really know the meaning and purpose of a value proposition? If not, you may be at a professional disadvantage and missing out on opportunities.

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Mon Sep 26, 2016

Kathy Crosett

58% of Job Performance Tied to Emotional Intelligence

emotional

Daniel Goldman famously applied EI to the business world and pointed out that business leaders with high EI are the most effective at their jobs. Another study proved that 58% of your job performance is tied to your emotional intelligence. How can you make EI work for you?

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