Recent research from the Stanford University Graduate School of Business suggests that companies that eliminate bonuses for achieving sales quotas generate more revenues. According to Professors Nair and Misra, the benefits can be significant – in one case stimulating a 9% ...
I was reflecting on a thought-provoking blog by Dave Brock, who asked "what would happen if we saw things the way our ...
How many times have you sat and suffered through a dull b2b presentation, eagerly anticipating the final slide and an end to ...
Jill Konrath's "Selling to Big Companies" website is a must-read resource for anyone concerned with improving their sales ...
Nick de Cent, editor of Modern Selling recently asked me if I had any feel for how people are thinking about the economic ...
Selling undifferentiated products is tough. Margins are declining, competition is increasing, and the buyer has all the ...
Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet ...
I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good ...
The latest McKinsey Quarterly carries a great article on the consumer decision journey - and shoots holes in the now ...
How confident are you that you truly, deeply understand who your best prospects are, what really matters to them, and how ...
