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Sales Compensation Trends: How Does Your Package Compare?

28 January 2010

Compensation is a critical component of business strategy, and sales incentives are especially important to get right. In his new book, Drive, Daniel Pink professes that most people are motivated by autonomy, mastery and purpose rather than carrots and sticks. When it comes to sales reps, though, I disagree: Most great salespeople I know are…

It’s Nice to Be Recognized: Thanks InsideView!

18 January 2010

InsideView compiled a list of the “top 20 sales professionals who make great use of social media.” Not only am I proud to be named one of the “InsideView 20,” but it reinforces a key conversation we’ve been having with our customers about the role of social-media tools in Sales 2.0. Phone Works is successfully…

Reflections on Productivity

24 December 2009

Optimization and productivity have been high priorities in business this year, especially in sales.  Since the end of the year tends to be a time of reflection, I’ve been asking myself how I can be more productive personally next year as well as  how I can manage my consulting business to achieve maximum productivity while…

Salesforce.com’s Own Sales Practices: How to Do it Right

27 November 2009

Last week at the Dreamforce conference, a meeting in San Francisco of almost 20,000 salesforce.com customers and partners,  I learned about new features and a user interface re-design planned for salesforce.com’s product set as well as Chatter, salesforce’s “Collaboration Cloud” offering.  These announcements, presented at length (no exaggeration – the keynote was about 3 hours…

Looking for Incremental, Recurring Revenue? Optimize Renewal Sales

12 November 2009

Many companies miss the huge incremental revenue opportunity of renewal sales: a dedicated phone-and-Web-based sales team that follows up with customers every month or year to insure they renew their contracts or service.  By relegating renewals to an administrative overhead function, you could leave millions of dollars on the table.  With a quota-and-commission-driven inside sales…

The Importance of Face-to-Face Meetings in a Sales 2.0 World

29 October 2009

I am one of the people who writes and speaks about the importance of phone and Web communications in today’s selling and buying processes. I am passionate about sharing ideas about using social media and sales productivity technology to improve the quality and quantity of customer contacts, accelerate sales cycles, and reduce cost of sales. …