How to make CRM valuable to your sales teamIn a recent study by the Alexander Group, Inc, more than half of the companies surveyed had a major re-launch of their CRM in the past four years. Why? Most companies in the study only used their application for contact, activity and account and opportunity management. Only 42% were using the CRM application for pipeline management. Read more
Get in the act – improve your careerPlay it safe, do your job, stay on the sidelines. Or join the show, learn new tricks, learn from your mistakes and advance your career.
Every kid loves a parade. I did. Read more
More non-verbal cues to help you succeed in business
In this third part of a series about body language that impacts salespeople, we focus on interpreting the thumb and finger rub and take a look at what clenched hands mean. Read more
Non-verbal cues: rubbing palms together signals positive expectationWhat does your body communicate when your prospect says: “Your price is too high?” Think of your last sales call and try to remember specifics – your body angle, facial expressions, the position of your arms, hands and legs. Most salespeople show negative changes in their body posture when hearing objections. Read more
Relationships do matter in salesA quick search of Amazon for books about how to sell will give you access to nearly 700,000 ideas about how a sales person can win faster and more often. One topic receiving little press lately is the value of the relationship between buyer and seller. The days of stopping by with donuts in hand and getting the decision maker to place an order are probably gone, but strategic relationship plays are alive and well. Read more
Ken Revenaugh to speak about opportunity management and sales force communicationMarch 23 – Ken Revenaugh, VP, Sales Operations Oakwood Temporary Housing, James LiVigni, Vice President, Sales Operations, Kronos and Douglas A. Ferreira, Senior Training Specialist, Oakwood Temporary Housing Read more
Reach your career goals quickly – Fast Track Tools helps you communicate to winGood ideas and a great vision are not enough to be successful today. Winners need an authoritative, convincing, articulate presentation. In response, Fast Track Tools has launched a unique, interactive, career-boosting, online workshop that provides practical, actionable information and resources for early-career and experienced professionals alike. Read more
How to improve your leadership abilities – journal!Who journals these days? We blog, we use Twitter and Facebook, but does anyone journal? Is it a lost art? I say no, keeping a journal is key to planning for the future. When best to think about the future but early in the year? So here I am, journaling. I suggest that we should all journal at least once a year. Read more
Ken Revenaugh a finalist for two prestigious Stevie AwardsJanuary 19, 2010 – The Stevie Awards for Sales & Customer Service have announced the 2010 finalists for their prestigious annual awards. Ken Revenaugh is named in both categories for which he was nominated: Sales Process of the Year and Sales Coaching Program of the Year. (You may download a PDF of the nomination text HERE.) Read more