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Seven Key Ways to Gesture Effectively
Gestures are reflections of every speaker's individual personality. What's right for one speaker may not be right for another; however, if you apply the following seven rules, you can become a dynamic,...
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More on Public Speaking, Body Language and Gestures
The human body contains more than 700 muscles, but few of those are used by speakers – except when using their arms and fingers in a life-preserving clutch of lecterns and laser pointers or...
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Why Sales Leaders use KPI's to Boost Performance
Selling is a numbers game, and all sales organizations keep track of certain sets of numbers. It is easy to obsess over the obvious numbers like monthly or quarterly revenue or close rates....
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31 tips from Dale Carnegie
For over 100 years Dale Carnegie's teachings have been helping people around the globe improve in the areas of:Building greater self-confidenceStrengthening people skillsEnhancing communication...
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Solution Selling Begins with 10 Smart Questions
Ask better questions, you will get better answers = better information = better proposals/presentations = better close rates.I am going to share some of my top questions to ask...
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3 Things to Avoid to Keep From Becoming a Sales Demotivator
Many sales leaders have it wrong. They don’t have to motivate their sales team. They have to stop demotivating them.The motivation business is a multi-million dollar industry. It has it's...
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What's in a Next-Gen Sales Pro's Toolbox?
by Jacco van der Kooij, sales leader at Harmonic Inc. Traditional focus: internal tools that power the sales processOver the last decade, marketing and sales processes have been very focused on...
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12 Keys to Identifying, Retaining, and Supporting Sales Hunters
I recently completed a project for a 26 year old B2B firm. Their business development reps also known as their “Hunters” were suffering from low morale, low productivity, and high turnover. After a...
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Strategy is the Logic Behind the Plan
Don't Let Strategy Become Planningby Roger Martin | 8:00 AM February 5, 2013I must have heard the words "we need to create a strategic plan" at least an order of magnitude more times than I have...
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Why the COI (Cost of Inaction) needs to come before the ROI
By: Bob Apollo @ Inflection-PointIf you’re selling high-value B2B products or services, you have probably been involved in coming up with ROI (return on investment) calculations to justify your...
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Personal Branding in 3 Steps
by Cynthia Stoddard@NetAppHow to Build your BrandBy focusing on the opportunities that these changes represent, you can prepare to differentiate yourself. You’ll set yourself apart from those you are...
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Ben Franklin's 13 Virtues
by Terry StidhamBenjamin Franklin, one of the Fathers of America, sought to constantly improve himself by using a plan of 13 virtues, which he developed in 1726 at the age 20. Ben followed this plan in...
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De-Stress with Technology
by Terry StidhamWhile technology and business apps makes our lives easier and enables us to be more productive, it also leaves many of us feeling more stressed.We are in constant contact with our...
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Marketing 101 - The Press Release
By Terry StidhamI have noticed that a number of businesses are no longer using press releases to announce their news events. With the popularity of viral marketing techniques and the widespread use of...
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Thought Leaders and Thought Leadership
by: Terry StidhamThought Leaders are recognized by prospects, clients, analysts, and even competitors as a foremost authority in their field. As a result they are often the go-to individual or...
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Reward the Producers
by Terry StidhamI recently met with a divisional head of sales for a major B2B corporation. His sales team was being paid a base salary with an equal share of an annual performance bonus if their...
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Plan Your Sales Call
by Terry StidhamMany sales and business development representatives have a set number of calls to make each day, week or month. As a result they often end up doing just that without a clear objective...
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Customer Segmentation to Add 3 to 5 Points to the Bottom Line
Last week Richard Verity, Amit Gautam, Ralph Maenen, Otto Waterlander at Booz & Company published a white paper, Commercial Excellence Programs: A Way for B2B Companies to Pursue Growth in Hard...
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Why Have a Playbook for Sales Representatives?
You wouldn’t send a football team into a game without a defined play, would you? How about a basketball team? The same standard exists for sales. If you have a leading sales team, skilled in hunting...
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60 Years of Sales Evolution
Overcome Sales Resistance and Move into a Collarborative Selling Mode by Robert Harris Sales have evolved through five generations over the last 60 years.They are the 5 C's of Selling1.Cronyism -...
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Enable Growth with a Strategic Approach to Costs
Prepare for Expansion with a Strategic Approach to Costs by Terry StidhamIs your company ready for growth? Many companies that I work with today aren't. The way they manage costs and deploy their most...
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1st Impression
The First Few Moments in Front of an Audience Sets the StageGeoffrey James posted this recent blog on Inc.com that tells us it takes an audience about 15 seconds (at most) to decide whether your...
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