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By Marguerite Zimmerman

The Sales Manager As Coach

How important is sales coaching to your team’s success?

Our results show that when the sales manager is actively involved in Momentium and reinforces what is learned, sales lift is increased and into the double digits

As it turns out, 74% of top performing companies say that sales coaching is the most important factor in sales enablement and readiness

And perhaps most importantly, 46% of sales representatives

By Marguerite Zimmerman

Design Thinking in Sales

Chances are when you see a current client or prospect you build trust and you get right into problem identification
Chances are you start asking questions that help you pinpoint what problems the customer has that you can solve with your product or service And you then present your product or solution when the first opportunity arises in the dialogue
Our research with thousands of Momentium users is that the

By Marguerite Zimmerman

Intangibles Create B2B Value

Pinpointing the intangibles that your customers value so much that they will pay a premium for them, requires a deep understanding of what your customer values At times the intangibles may be obvious and, at other times, hard to discern as they are subjective values

These subjective values are typically driven by the emotional drivers of the buyer or buyers or the organization What is it they are most keen

By Marguerite Zimmerman

Outpacing Your Competitors

Incredible race comebacks capture your attention and are exhilarating to watch. And even more so, when it is your favorite team or player making a last minute unexpected “burst” to the finish line. The competitive arena in B2B sales is changing. There is an increasing number of companies that are using “new science” to outperform…

By Marguerite Zimmerman

Millennials, Filling the Future Sales Gap

There’s been a shift since 2007 when we first started offering Momentium in Universities and Colleges to develop future sales talent. When we would ask students taking an elective on sales if they were considering a career in sales, only one or two students would raise their hands.

sales podcast

By Marguerite Zimmerman

Marguerite Zimmerman Featured on MCV Communications’ Sales Podcast

Sales is a people-first discipline… …and body language is one of the most important things in any sales interaction. This is because our body language will reveal many things we might not expect. Subconsciously, you could be leveraging your assets or you could be influencing decisions being made about you without even realizing. Those assets…

By Marguerite Zimmerman

Webinar Recording – The Link between Mindfulness Practice and Sales Performance

Jovan Vuksanovich, hosted by Marguerite Zimmerman This is a recording of a webinar that took place on June 7, 2017. In it, we discuss why many sectors of society such as education, government, prisons, the U.S. Army and organizations such as Google and Apple, Proctor & Gamble, General Mills are investing in mindfulness programs, and…

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3 Ways to Avoid the Price Vortex
Design Thinking in Sales
Intangibles Create B2B Value
Outpacing Your Competitors
Millennials, Filling the Future Sales Gap
The 2 Most Important Questions to Ask When Hiring Sales Talent
sales podcast
Marguerite Zimmerman Featured on MCV Communications’ Sales Podcast
asking for the close sales contract sign
The five criteria you need to meet before asking for the close
Webinar Recording – The Link between Mindfulness Practice and Sales Performance