Everyone's Blog in Sales | The CEO Magazine Blog

Welcome Guest Log in / Register

Perceptual Reality

0comment

Scott Deming |
Strategy - Small Business - Entrepreneurship - Leadership - Management - Sales - Marketing |
Thu, 01/15/2015 - 18:25

Cat seeing himself as a lion in a mirror

One of the “realities” I’ve discovered through the years of business ownership, consulting and speaking, is that the customer or client rarely sees you as YOU see you. This is known as Perceptual Reality. In his book Magical Worlds of the Wizard of Ads, Roy H. Williams defines Perceptual Reality as our imagination. We spend a great deal of time there, and while there we create ideas and perceptions of ourselves that simply are not true or real.

Read more about Perceptual Reality
Log in or register to post comments

The Math & Diversified Sourcing

0comment

Guest Blogger |
Sales |
Fri, 12/26/2014 - 21:06

John Pierce, Author, Sell More and Sleep at Night – Developing Relationships with Emotional Intelligence to Increase Sales

Senior leaders have learned there are many reasons for stalled sales and missed goals. Today we explore two concepts that can keep senior leaders better informed and help increase company sales:

1. The Math

“The Math” is an easy concept to understand, yet far too many companies avoid applying the concept. They may believe it does not apply to them. The math is simply an analysis of past activities that produce accurate conversion rates during different sales cycles. Your math results allow you, as a leader, to better guide the sales and marketing organizations to achieve your company’s objectives.

Read more about The Math & Diversified Sourcing
Log in or register to post comments

Let It Snow! Bad Weather Means Good Business for Online Stores

0comment

Guest Blogger |
Sales |
Tue, 12/16/2014 - 23:17

Christiana Hart

For most adults, the magic of snow days disappeared right around the time the realities of working life sank in. Snow days now mean higher heating bills, exhausting shoveling, and less-than-pleasant commutes.

But for eCommerce professionals, a fresh snowfall could bring a welcome windfall. In light of Winter Storm Damon, here are four reasons eCommerce store owners should look forward to winter weather.

Read more about Let It Snow! Bad Weather Means Good Business for Online Stores
Log in or register to post comments

A Buyer's Worst Fears

0comment

Cynthia Kay |
Sales |
Tue, 11/04/2014 - 03:09

Did you ever wonder what a procurement officer or buyer is thinking? Did you ever ask the buyer of your goods or services what they need? Did you ever wonder what drives a buyer crazy? Wonder no more! I have been reading and re-reading a book called “Feedback! Sales Advice from the Buyers Desk.”

Read more about A Buyer's Worst Fears
Log in or register to post comments

Sales Management, Motivation and the Bottom Line

0comment

Bob Urichuck |
Leadership - Management - Sales |
Thu, 10/16/2014 - 02:09

Sales management is expected to keep the front line—the sales team—motivated to contribute to the company’s bottom line.

But, how can someone motivate others if they themselves are not motivated?

You already know that motivation is not something you do to another. You can only motivate yourself. As the sales manager, all you can do is create an environment in which each team member motivates themselves.

So, what motivates sales managers? How do they stay motivated? We can draw valuable insights from the results of the Insigniam 2014 Middle Management Survey.