Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don’t really motivate the entire sales force — only the top performers likely to win. And while it’s good to motivate your rock
Door-knocking might remind you of door-to-door salespeople and Girl Scouts, but it could also be a worthwhile part of your real estate lead generation strategy. Door-knocking doesn’t need to be sleazy or awkward — it can be a great way to network in a neighborhood, drum up new contacts or visitors, and invite prospective buyers
Financial analysis is a key tool to evaluate your business’ success. If you’re an entrepreneur or small business owner, you’ve likely used a sizable portion of your personal savings to fund the business. A study by the Small Business Association (SBA) found that three-fourths of businesses use family or personal savings to get their business
Today’s salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps’ top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs.
If you associate craft chocolate with long beards, serious stares, and masculine aesthetics, you aren’t alone — especially if you were part of the chocolate industry in 2002, like Jean Thompson was. In 1991, Thompson left a career with Microsoft to become a stay-at-home mother for nearly a decade. But an investment, earthquake, and lifelong