Landing great questions takes some practice
Anyone in a role where influencing matters most of the time or some of the time can drastically improve their communication effectiveness through improved question asking skills
Being in the business of sales and sales development, my role over the years has required that I wear many hats During a typical week I often wear the hat of sales leader, salesperson, trainer, coach,
No matter what your organic growth strategy is, having well-trained talent to support that strategy is a key ingredient.
Recently, I read a Harvard Article, How We Made our Sales Training More Effective by Making it Harder by Jeff Winters, it made me chuckle. So many companies view training as simply a box they need to check. It looks good if I give my team some training, or I’m expected to give them training, etc. Consequently, companies typically chose training that is easy for everyone involved.
Protecting margin is one of the key aspects of “perform” for a sales force.
Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.
What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.
Do you find your focus on current accounts at the cost of acquiring new ones?
On one hand, it’s good business to focus on customer retention. Studies cite that the cost of acquiring a new customer ranges from 5 to 25 times the cost of retaining a current customer.
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…
Mindfulness in Sales: One Size Doesn’t Fit All Guest Post by Jovan Vuksanovich Mindfulness these days is being taught in healthcare, psychotherapy, primary and secondary schools, universities, law firms, innovative companies, traditional companies, the military, prisons, and sports teams. Most everywhere. And growing in leaps and bounds, globally. Mindfulness, over the last thirty plus years,…
Mindfulness Tips on Cold Calling Guest Post by Jovan Vuksanovich You’ve just completed a call, do your best to let it go by bringing your attention to the reality at hand; the private interval between calls. Ask yourself: “Where am I?” Look around, scanning details of your environment, especially anything that stands out as just…
Marguerite Zimmerman & Momentium featured on B2B Sales Geniuses B2B Sales Geniuses is a quickly-growing learning resource for salespeople in the business-to-business sector, and features leading experts in the field. Earlier this month, Marguerite Zimmerman (Founder & CEO of E=MZ2) was invited on to discuss innovations in sales training, as well as share tips on…
Two habits that drive success for sales teams Your salespeople are driven by many different goals. There are extrinsic motivators, such as bonuses, commissions, and awards, as well as intrinsic motivators, like a competitive spirit and the drive to succeed. Whether or not someone is successful in sales depends on the types of habits they…
10 Steps To Increase Your High-Payoff Selling Time Identify what defines an A, B, C and D account for you. Be mindful it is more than just sales revenue. Factors such as margin, number of repeat orders etc. may be part of the definition. Once all your accounts are defined as A, B, C, or…
