Sales reps are used to presenting their forecasts at least once a quarter.
Marketers often have to run through an upcoming campaign to the exec team.
Heads of HR know they have to provide overviews of training or changes to the company's benefits program in a way that’s easy to understand.
It’s amazing how powerful the word “No” can be to a new salesperson, considering how short it is.
Just two letters. Just one syllable.
And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end.
Even a novice sales rep will expect a...
A salesperson calls or emails, some kind of discussion follows, something is purchased and, at a later date, it all happens again.
This may be the script we all have in our heads when we think about what a salesperson-client relationship looks like, but there are plenty of ways to rewrite it.
When a sales rep is on the phone, making a series of cold calls, it’s easy for managers to conclude they’re being productive.
Same goes for spotting them creating a pitch deck for a prospect, or writing a follow-up email after a recent customer meeting.
Watching them scrolling through or “liking”...
The holiday shopping season may be over, but the opportunity for retailers to capitalize on it is not.
For many years, the weeks leading up to holidays like Christmas and New Year’s Eve were considered the make-or-break period for selling everything from clothes to major appliances. That’s why the...
At a time when we can store thousands of images on our smartphones and millions of records in a server, it’s kind of amazing that some of the most critical data about our professional lives still fits neatly on a small piece of cardboard.
Long before digital communications tools like email and...
Many people are probably quicker to associate Instagram with the word “selfies” than “shopping,” but that’s about to change.
The volume and amount of time people spend on Instagram — not only looking at content but interacting with it through likes and comments — means it has quickly evolved into...
From start to finish, a day in the life of a sales manager is a mix of routine, process fulfillment, data analysis, accountability checks, and coaching. Although their directive — to get more sales — is simple, to be successful at their jobs, sales managers must balance selling with customer...
Win an athletic competition like a race and you might get a trophy, cash, a paper certificate or simply bragging rights. All of these things represent a sort of prize, but they can make the experience of victory feel very different.
This is not unlike achieving a “conversion" within a...