Brand your ideasWhen you give your idea a title, you brand it. Without a title, how will people reference it? You want your listeners to retain the concept and be able to recall specific facts, talk to others about your idea and associate it with you. Titling Retention is associated with the act of titling your initiative, project, story, etc. This increases recall, drives water-cooler conversations and easily associates with you. Read more
Just say no? Not a chanceAny sale is an investment of time, money, personnel, facilities and other resources intended to produce a return of cash. Any sales opportunity that is not likely to produce revenue, or enough profit, does not warrant an investment. However, walking away from a specific opportunity does not mean walking away from the customer. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This week we bring you a fantastic diagram to illustrate alignment. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 2 – Strategic Account ManagementIn the second of an eight-part series, we continue our focus on SAVO’s AMPs. (Read part I HERE.) Today, we take on strategic account management. Years ago, SAVO’s John Aiello realized the chasm in many organizations between what marketing was producing and what sellers were telling customers. To solve this problem, he founded a consulting firm intent on closing that gap. Read more
How to make CRM valuable to your sales teamIn a recent study by the Alexander Group, Inc, more than half of the companies surveyed had a major re-launch of their CRM in the past four years. Why? Most companies in the study only used their application for contact, activity and account and opportunity management. Only 42% were using the CRM application for pipeline management. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This week we bring you a format for presenting options to your audience. Read more
Get in the act – improve your careerPlay it safe, do your job, stay on the sidelines. Or join the show, learn new tricks, learn from your mistakes and advance your career.
Every kid loves a parade. I did. Read more
Learning Sales from the MoviesJust about every sales person has been to a kick-off meeting or team builder where a movie clip was used to add some entertainment and emphasize the presenter’s vision. The Sales Challenger Blog just ran their Best Five Sales-Themed Movies. I was happy to see two of my favorites, Tommy Boy and Glengarry Glen Ross appear on the list. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. As we wind down 2010 and move into 2011, we are running a 10-week series on timeline templates. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 1 – Consultative ServicesIf you are in charge of improving your sales team’s performance, you undoubtedly have hundreds of vendors calling to sell you the next greatest sales enablement or sales 2.0 products. That’s good news, because 10 years ago, no one was calling! Read more