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The most common sales compensation question my company receives is, “What is the standard (salary, draw, commission percentage) for (an industry, product or service, geography)?” Unfortunately there are very few standards that apply to sales compensation. The variations in sales compensation plans are infinite, and there is little published research that provides compensation details (salary or draw + commissions + bonuses + other incentives) by industry or geography.
Given this lack ... read more |
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“Are you dissatisfied with your business? Are you working more and enjoying it less? Do you find less and less time for yourself? Do you want to think really really big? Learn to define who you really are and what you want your business to be. Eliminate anything standing the way of your business success.
By thinking big, you expand your vision. If you put your mind to right thoughts, ... read more |
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This webinar addresses a variety of topics from personal space preferences to business etiquette. Cynthia Cohen, WOW Networker, will teach you how to make a positive lasting impression and ways to gain credibility with your contacts. Your appearance, professionalism and speech leave a lasting impression, be sure yours is a winning one.
Cynthia Cohen has earned a top position and developed a successful business though networking. WOW them!
Identify different ... read more |
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Winning and keeping customers can be a frustrating, endless game of catch-up, missed goals, back-to-the-drawing-board… and perpetual boom and bust! Even adherence to marketing and sales “best practices” can fail to make things better.
Yet a magic bullet does exist! It’s called the “expert’s edge,” a strategy of little-known yet proven techniques that can lift entrepreneurs and their companies to the top of the heap. Employing five simple but powerful “thoughtleading ... read more |
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Is your sales forecast deceiving…a pipeline or pipedream? As an experienced seller you may be scratching your head in disbelief, “I know how to close deals, but I’m stuck!” How can you regain the momentum to close more effectively and increase revenue?
Charles Brennan, author of AMA’s best selling business book “Sales Questions that Close the Sale” has taught his high-impact, advanced closing skills to sales professionals in mid-sized companies ... read more |
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When the market is nervous and the economy is slowing, some sales professionals will continue to grow revenues while others will go negative. In slowing market conditions, sales people who were successful in the good times, may lack the traits required to earn business in a tighter economy.
This webinar, conducted by Danita Bye, expert in sales management leadership, focuses on staffing issues that senior managers need to identify and ... read more |
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80% of all brands fail upon introduction to the marketplace! In a stressed economy, companies are reviewing their corporate strategy and making changes to respond to market demands. Yet, few recognize that branding is the foundation of all corporate strategy. Woven into every aspect of the company, your brand impacts everything from sales…to employee communication…to the end user. If you are analyzing your corporate strategy, the plan must start with ... read more |
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Tens of thousands of dollars are invested in a successful trade show, but many forget one of the most critical elements for a successful trade show…the trade show team.
Which employees should be at the show? What should they be doing while in the booth to generate results? And, how will success be measured? The answers to these questions are the keys to a successful trade show.
Barry Siskind, international trade ... read more |
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Too often we attend a networking event with high hopes and expectations, only to leave with those hopes dashed, and those expectations unmet. We depart, feeling our time has been wasted, our money ill-spent, and resolved never to attend another "worthless" networking event again.
It doesn't have to be this way!
Imagine, instead, leaving your next - and subsequent - networking events feeling energized and eager to reconnect with valuable contacts who ... read more |
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In a desperate attempt to hit quota in a down economy, sales reps are filling their pipeline with every lead imaginable and spending equal time with every Tom, Dick and Harry. You’re investing long hours, spinning your wheels, and most importantly, not landing the high pay off clients.
Andy Miller, an internationally renowned sales training guru, works with sales professionals that are breaking out of the old-school sales training techniques ... read more |
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Utilize your most powerful resource--referrals
Let’s face it, the economy is weakened and many salespeople are feeling a sense of uncertainty. They question what it takes to succeed in today’s new selling world. Competition is fierce, there is price pressure, and budgets are being squeezed. Each day that goes by when you don’t have a new game plan, your earnings are at risk.
Joanne Black’s 8 Killer Steps to Recession-Proof Your Business ... read more |
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Every single day, decision makers in a target market experience Trigger Events that turn them into highly motivated buyers. You’ll shorten your sales cycles when you capitalize on these Trigger Events to get in front of these recently motivated decision makers before your competition.
Trigger Events are opportunities to shorten your sales cycle but, if you cannot recognize Trigger Events, or do not know how to leverage them, you will lose ... read more |
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What is the determining factor in who wins a sale? Is it price? No! Is it the product knowledge of the sales person? No! Prospects can learn product information easily enough on the web. They don't need a sales person for that.
Buyers expect sales people to formulate solutions to their problems, not push their wares. Yet, many sales people say they are solution sales people, but can only say the ... read more |
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Do you ever get the feeling that you are throwing darts while blind-folded? As a business leader, how can you expect to make this year your best year ever without having a well-defined plan? Perhaps, you have a strategic plan, but it’s hiding under the cobwebs in your office. In these challenging economic times, having the right strategic plan and using it to manage your month-to-month progress is critical to a ... read more |
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Here’s what this webinar will do for you:
1. You will learn how to identify problems and weaknesses in the marketing elements of your website, including your SEO.
2. You will learn if marketing elements are missing from your website.
3. You will understand how to increase the quantity & quality of your website visitors & how to improve your ‘conversion ratio’ (get your website to produce more leads, sales, opt-ins, ... read more |
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Two of the side effects that this uncertain economy has had on sales is delayed closings and longer sale cycles. Most salespeople are not equipped to deal with these two additional issues in the face of the additional resistance they’re seeing from prospects.
This webinar will show you how to shorten your sales cycle and eliminate delayed closings by – going more slowly – through the sales process to get your prospects ... read more |
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Media is bombarding us with stories of economic doom and gloom, but everywhere you look there is proof that people are spending money! Football stadiums are still packed every Sunday, stores are full of shoppers and restaurants are full of patrons.
People are being pickier with how they spend their money. Your challenge is how to get them to select you-not your competitor. Sales people who master this skill will enjoy ... read more |
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As a leader, do you ever feel like an impostor? Or, wonder why you ever thought you could pull off your vision? In this turbulent economy, you would be in good company if you were doubting your leadership. NO! Now is the critical time to take stock, step up, and shine as a leader to insure that your company not only survives, but thrives. In turbulent economic times,it may be ... read more |
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One of the most critical decisions that a company makes is how to compensate its sales organization. Many plans don’t align compensation reward with the desired sales activities, which leads to underperformance and frustration. When sales compensation plans are aligned with the goals of the company, the sales team has clear focus, motivation, and direction… and the company gets the results it desires.
Shannon Kavanaugh, sales compensation expert and founder of ... read more |
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The ambassador relationship is the ultimate relationship in sales. Consider the other possible relationships you may have with your customers. In the beginning of the sales process, you are a seller – one of many competing for the business of your prospect. Then, after winning the business, you become a supplier – one of many who sell the same products and services you offer to your customer. Next, you become ... read more |
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