Sales

When a sales rep is on the phone, making a series of cold calls, it’s easy for managers to conclude they’re being productive. Same goes for spotting them creating a pitch deck for a prospect, or writing a follow-up email after a recent customer meeting. Watching them scrolling through or “liking”

The holiday shopping season may be over, but the opportunity for retailers to capitalize on it is not. For many years, the weeks leading up to holidays like Christmas and New Year’s Eve were considered the make-or-break period for selling everything from clothes to major appliances. That’s why the

At a time when we can store thousands of images on our smartphones and millions of records in a server, it’s kind of amazing that some of the most critical data about our professional lives still fits neatly on a small piece of cardboard. Long before digital communications tools like email and

Many people are probably quicker to associate Instagram with the word “selfies” than “shopping,” but that’s about to change. The volume and amount of time people spend on Instagram — not only looking at content but interacting with it through likes and comments — means it has quickly evolved into

A sales manager’s day is a mix of routine, process fulfillment, data analysis, and coaching. Learn more about their daily responsibilities.

Win an athletic competition like a race and you might get a trophy, cash, a paper certificate or simply bragging rights. All of these things represent a sort of prize, but they can make the experience of victory feel very different. This is not unlike achieving a “conversion" within a

You may not need a degree in psychology to have a career in sales, but you have to know how to read people -- and how to adjust your approach accordingly.

Under the list of “Nice Problems To Have,” this one has to be near the top: a product that’s so popular you’re running out of potential new customers. If we’re honest, a lot of what sales teams are forced to bring to market have their flaws, or at least some tradeoffs that make growing a base of

The best case studies are truly the gifts that keep on giving -- but only when you know when to give them to your customers. Beyond the fact that every case study reflects a successful sale, it also provides a detailed look into the kind of customer experience you offer. This includes some

Great sales people don’t like to put limits around how many customers they can pitch or how many deals they can close, but occasionally they find themselves reaching a plateau. After months or years working the same territory, it may feel like they know all their existing accounts pretty well, and