05 Oct: The Big Bang of RIA! How Relationship Intelligence is Helping Sales Blow Away Quotas

Marketing hates it when they work so hard to create leads and then sales fumbles them… or doesn’t maximize their chances of closing.

And Sales hates it even more for that matter.

Imagine if marketing leads were truly jumped on! If they were handled by the person with the best relationship. Life would be so much smoother.

Happily ever after would be the mantra of sales and marketing. Think Shrek and Fiona. Like that happy!

But salespeople are overloaded with so many things, including sales tools they are required to adopt. Ask yourself, “Does your sales team think that…

21 Oct: Can We Stop Calling It Time Management? It’s Self-Management

Chances are at some point in your career, likely a number of times; you’ve felt like there just weren’t enough hours in the day to accomplish all the work on your desk. It happens to everyone. The clock moves faster than we had hoped and we’re stuck in a situation where we’re frantically putting the final pieces together.

With busy lifestyles becoming the norm and professionals often pushing the limits when it comes to work ethic, the notion of time management has become a hot topic on everyone’s blogroll and newsfeed.

Over the last couple years, I’ve realized that…

16 Oct: How to Effectively Motivate Your Sales Team

Rewarding sales teams with money is a tactic that employers have used for decades. However, in recent years, economists, psychologists and sociologist alike claim that money may not motivate all people.

Perhaps Notorious B.I.G. was on to something when he coined the line, “Mo Money Mo Problems”.

Cash incentives, whether through bonus systems, pay increases or commissions have long been used to motivate sales teams to close more deals. While the ideology that reward enhances performance holds true today, it’s not always effective for all employees.

Let me explain.

Daniel Pink, author of To Sell is Human: The Surprising…