Planning
I was taught at a young age that knowing where you were going before you set off for an adventure was the best way to succeed. I know many people that have the attitude – “just take off and see where this takes me.” Some get great results, but many fail. In today’s competitive World, taking […]
Increased Revenue
The science of business development has truly got more sophisticated, as buyers also get sophisticated in the way they purchase services and products. Let’s stop and review that last statement. I hear it all the time with sales folks, and yes, if you listen to my Business Class News show you will hear me say […]
Performance Strategies
Every business needs to succeed in all areas, not just in execution , operations or sales but a rounded, well oiled machine. I have worked with many companies as clients, and the objective in my field of experience is performance and generally speaking in revenue generation. Performance has many meanings, and the common thread is […]
Channel Sales
The other day, I was talking with a Senior Executive of a Bio-Tech company and I asked him what they saw as the fastest growing trend in business. Without hesitation he said channel sales. He then went on to say that business models were changing and the revenue pipeline for many tech companies, including bio-tech now include […]
What is Engagement?
Why is engagement important? I remember when I was in school. I loved my French class, the lessons were fun, my teacher made it easy to learn, and I was speaking and writing the language quite nicely. My third year, my French teacher left my school, and we got a new teacher. This where I […]
Gamification for Business
How to leverage this new trend to drive business results We were born to learn and develop through play. If you can make a task or lesson more fun, then people will spend more time on it, return to it again and again, strive to achieve more and develop deeper learning. It’s been said that […]
5 Reasons Why Your SPIFs are Not Working
SPIFS work! Sales incentives need to be strategic, compelling, and reward for the desired sales activity. SPIFS deliver measurable business results. If you get them right. So if your SPIF program is not working, it’s time to rethink and optimize. Here are common reasons sales incentive programs lose their momentum – and it can happen to […]
Managing Personas in your Channel Program
It’s likely your channel reps will share some common traits. For example, they should be good at talking to people, have some ambition to produce results, and have some confidence and enthusiasm. But there’s of course different degrees of all of these traits, and the best channel programs will have a blend of personas.Let’s take […]
Your Partners and Channel Reps Expect more than Spreadsheets
70% of sales come from indirect channels, thanks to Partners and Channel Reps (McBain, 2021). Despite this, many businesses still conduct their channel incentive programs using Excel, which frequently leads to a disappointing experience. Partners and channel representatives are often feel disengaged, disconnected and are given few incentives. Your channel reps and partners, on the other […]
