The Seduction of Overworking

 

 

I started my career in the fast lane of New York, jumping into commercial banking at 18 when a Banking Center Manager came into the store I was cashiering and said, “I see something in you. Do want to work for me?” My inner engine got fired up, I said, “Yes!” and never looked back.

While I didn’t have the skill, experience, or education of those I worked next to, I was determined to outpace their every move. They worked 12 hours, I worked 14. They worked 14, I raised them to 18. It was like high stakes poker. Dry granola found in my desk drawer was frequently coined ‘lunch.’ I took meetings in the car and on the run to ensure there was no downtime. I managed every second of every day, watching my numbers, paying attention to process, and building my reputation—with masses of hours.

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How Technical Sales Is Changing the Recruiting Process

 

 

As the sales industry continues its rapid evolution, sales reps will need a higher level of technical competency to sell complex products, services, and solutions. Technology has created a demand for sales teams to stay up to speed on the wants and needs of their customers and the pulse of their respective industries at large. Not only is technology changing how teams operate and interact with their customers, but products are becoming increasingly complex. This requires a rethinking of sales knowledge and skill sets.

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Why AOR is the Sales Management Framework You Need for Success

 


Sales coaching is a critical tactic that helps organizations improve individual performance and achieve business goals. Coaching is not only a helpful tool in terms of talent development, it also has a major impact on overall business performance. In fact, a survey from the Sales Management Association found that managers view sales coaching as the most impactful sales effectiveness investment, ranking it higher than other initiatives such as training, best practice sharing, and incentive redesign.

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Preventing Customer Churn: 3 Steps for Success

For subscription-based businesses, customer churn has a direct influence on your customer lifetime value. Churn rate is the frequency at which customers cut ties with your product or service during an established period. This metric provides you with a clear idea of customer retention and insight into overall performance.

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How Millennials Are Changing Business-to-Business Selling

 

 

Do you speak Millennial? Vaughn Aust does. Having worked with millennials extensively in his current role at MarketStar (EVP, Marketing and Product), Vaughn has gained valuable knowledge on how to reach, manage, and train this critical segment.

Vaughn will be a part of an engaging panel discussion on millennials Wednesday, Oct. 4th at the Egyptian Theater in Ogden, UT, hosted by the Northern Utah Workforce Development Alliance. Register for this event by following this link.

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Cracking the Code to Sales Science and Technology

We’ve entered a new era  in sales, characterized by technology and sales science. Data and analytics are already changing how sellers sell—and we have just scratched the surface of this transformation. This trend is called the “science of sales.”

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Is Outsourced Inside Sales Right for You?

You’re probably familiar with the concept of companies outsourcing their IT, human resources, and accounting needs. Outsourcing specific functions can help businesses focus on what they do best, while gaining access to industry experts and, in return, receiving proven processes and experience. But what about outsourced inside sales?

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The 3 Step Process to Recruit Partners for Your Channel

Attracting partners to your channel is art blended with science. While channel teams can leverage tools and technology to facilitate the process, it ultimately depends on their ability to identify ideal partner segments, discover the best candidates, and create relationships that stand the test of time. Despite the fact that recruiting partners for your channel may take some finessing, there are some tricks to the process.

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Would you rather be a Volkswagen or a KIA? Lessons to Evolve your Brand

 

There is a general misconception that companies create their own brands. This simply is not true. A brand is created by the way others perceive your company, its products, and the services it offers. A brand becomes the way they feel and think about you. Even though companies don’t create their brand, they influence it by their actions.

To illustrate, let’s examine two examples, Volkswagen and Kia. Volkswagen launched the brand strategy “working with you” in 2013. Their goal was to establish the idea that they were meeting their customer’s needs. When news hit in 2015 that they had installed a cheat emissions devise in their U.S. vehicles, the once premium car manufacturer quickly lost credibility and confidence in consumers and their customers. Their customers no longer felt like Volkswagen was “working with them.” They perceive the brand as cheaters and dishonest. Not only have they experienced significant job cuts over the last few years, but they have lost revenue as a company. In 2016 sales in the United States dropped 8% in one year.

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Subscriptions, Customers, Resellers, and Your PaaS Cloud Services

The cloud has grown to include a variety of complex business models and integration networks. As adoption increases across mid-tier and small to medium-sized businesses, researchers predict that the cloud industry will continue to boom. In fact, it’s predicted that cloud computing will increase from $67 billion in 2015 to $162 billion in 2020. Of that number, platform-as-a-service (PaaS) adoption rates are predicted to be the most rapid, growing from 32 percent in 2016 to 56 percent adoption in 2020.

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