“This too shall pass.” is one of the old adages we rely on to help as a reminder that better times will come and to continue to persevere. In thinking about how the last six weeks as COVID-19 and social distancing have changed our interactions, it seemed fitting to consider the “silver linings” we are realizing and can positively control, in seeking to improve our sales skills, strategies and methodologies as professional salespeople. Here’s how…

In our last post, I began sharing how our work with clients to automate commission calculations often leads to more philosophical questions about how to structure commissions to best their motivate employees. In fact, some common practices can have the complete opposite of their intended effect, actually de-incentivizing employees to exceed their quotas. If you haven’t read Part I, click here. Here’s Part II of this important topic.

There’s been plenty written about how marketing teams can leverage data like web traffic, social media interest and email “opens” to customize messaging, nurture leads and help their sales team build a pipeline. Less often discussed is how sales teams can leverage their sales data to close more deals and make those deals more profitable. Especially today, when the world around us is changing and we need to think and act differently.

It’s that time of year again. As we look back on the year that was and the one to come, it’s natural for us to reflect upon how we can make some positive changes in both our personal and professional lives. For those of us in sales, that includes changes to help us sell better and sell more. That’s right; it’s time to make some New Year’s Resolutions...

What happens when you turn your customer into a sales ally? You close more deals. Collaborative selling puts the customer on your team, allowing them to share in the planning – and ownership – of how to address their security concerns. Here are four things security integrators need to do to put this powerful practice to work...