Nearly 40% of sales reps have difficulty moving down prospects down the funnel after they hear a prospect say, “We are happy with the way things are now.”
Category: Productivity Tips for Managers
Accountability: How do you get it from your people and how can you actually transfer the responsibility for it onto your teams and make them WANT to give it to you? Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership.
Would you like your sale reps’ demos to drive 50% conversion rates? Of course.
In what world does it make sense for you to spread one of your most valuable resources, your sales reps, across a broad spectrum of leads?
Here’s a paradox in organizational life. A significant percentage of workers say they’ve experienced a bad manager at some point in their careers.
Doug Fletcher is the co-author of a new book titled, How Clients Buy: A Practical Guide to Business Development. Doug will be sharing with us today insights into winning client business based upon his 25 years of practical experience, and the research he has conducted over the past 4 years. In this episode, we discuss:
Some managers spend their time setting goals for and coaching their team members. They’re usually aiming to reach targets set by senior managers. So, what happens when the manager’s manager isn’t setting the right targets?
Are you a superhero? If you own a small or medium-size business, you should be asking yourself that question.
Edward Tenner is a distinguished scholar of the Smithsonian ‘s Lemelson Center for the Study of Invention and Innovation. In this episode, we discuss: how becoming more efficient can have unintended consequences; Campbell’s Law: how measuring new efficiencies may make your staff change behavior to meet new incentives; how Big Data affects you and your business and can cause “Competitor Neglect;” and the pitfalls of False Positives.
Managers often believe they can’t show weakness or indecision in front of their team members. This worry leads some managers to rush into taking action and then leads to gigantic failure.
Long ago, our ancestors developed two ways to survive when they encountered a threat. They could choose to stand their ground when an enemy attacked (fight) or they could run (flight.)
It’s become trendy in organizations for managers to gather team members for ideation sessions. Participants listen to a brief description of the issue. Then they pitch ideas on how to solve the problem or develop the product.