Power Hours, Ultra Efficient
Frederick Winslow Taylor (1856-1915) was our country’s first “Efficiency Expert.” He was born to a wealthy Quaker family in Germantown, Pennsylvania. His passion was “time study,” which is literally using a stopwatch and doing continuous observation of tasks, in an effort to find the shortest, most efficient method of accomplishing those tasks. For Winslow, it was a cold-hearted, dehumanizing, cut …
Read MoreABC’s of Sales Improvement
Speaking strictly from a scientific point of view, when the creation of life as we know it happened, many believe that it did so with a very precise, exacting set of circumstances. There is great debate in the scientific community about whether any variation of events would have obliterated all possibility of life or if there was a little fine-tuning wiggle …
Read More8 Crucial Capabilities Sales Managers Need to Optimize the Revenue Pipeline
Every sales organization has one over-arching objective to which all other activities are in service and that is to meet or exceed its revenue goals. For sales teams, that is how “victory” is defined. If you run a sales team, odds are pretty high that you’ve been focusing on the following in order to ensure your team is positioned and …
Read MoreRevenue Pipeline Optimization: Take your Follow-up from Good, to Better, to Best
Would you like your sales pipeline to be optimized, or to operate in a more streamlined fashion? I am not referring to the number of prospects currently in the funnel, or even the number of deals being worked. I am asking whether you would like to guarantee that every prospect and every deal is moving swiftly through the pipeline in …
Read MoreHow to Leave a Killer Voice Mail Message (And Get Your Calls Returned)
By Jim Domanski Are you getting a decent response when you leave a voice mail with a prospect or are you like the vast majority of tele-prospectors whose messages go unanswered? Well over 70% of B-to-B calls encounter voice mail so it is imperative that you have a voice mail message that works for you and increases your odds of …
Read MoreResolve to Increase Calling Performance by Up to 50%
Have you broken any of your resolutions yet? Get back on track with a proven way to do your job better. (That was one of your resolutions, right?) Incite2 from ShadeTree Technology is a tool that’s changing the way your sales force will use salesforce.com. Resolve to take charge: You’ve heard complaints from your team for years about salesforce.com’s complexity. …
Read MoreGenerating More Revenue From Existing Accounts
The fastest way to generate revenue is to grow existing accounts. Most organizations spend the lion’s share of their sales efforts looking for new-logo business; with token account management programs in place for existing customers. Many times these account management programs are more focused on customer satisfaction than revenue enhancement. The selling organization should involve top level managers and sales …
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