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JANUARY/FEBRUARY 2007
FEATURESTORY
What’s easier: planning a three-day corporate event in Las Vegas for 150 top sales reps and their significant others, or escaping from a car that’s hanging over the edge of a cliff? That may seem like an odd question, but if you’re like most of our readers – do-it-yourselfers who hold plenty of off-sites, but who put them together without the services of a full-time, in-house professional meeting planner – you may need a few seconds to consider your answer.
Which got us thinking: Wouldn’t it be great to have a collection of tips and insights from the people who do put Las Vegas corporate events together every day – a Meeting Planning Survival Handbook, if you will, for amateur planners...
Pablum-Free Guest Speaker Video Extra
Salespeople are fed a steady diet of motivational messages. Your guest speaker selection can make or break your event. We've assembled web-exclusive
video previews of three performers who don’t follow the standard award dinner approach. Click to view these unique
motivational speaker video clips.
PUBLISHER'SNOTE
Drum Roll, If You Please… **
Wisdom and insight from our Publisher, Mike Murrell on SalesForceXP's fifth year of publication...
SCRATCHPAD
Rebounding From Rejection **
Unfortunately, the first two orders that some salespeople get from a new prospect are “Get out!” and “Stay out!”...
The Value of the Activity **
Top salespeople always track their closing ratios. That way, if they see negative changes in the closing ratio, they become aware of challenges that need to be addressed immediately.....
Getting To No **
Getting prospects to “No” is a good thing. “If you really think about it, your last few business deals that ended in a ‘no’ probably weren’t qualified to work with you in the first place...
Show & Sell **
An American Business Media survey indicates that tradeshows play a prominent role in driving the actions of business executives...
It’s Not What You Know, It’s How You Use What You Know **
Information isn’t power; Applying information is power. When you are doing research on accounts or opportunities, you need to constantly think about how you can leverage what you’re learning to advance the effort...
Kicking The ‘Hopeium Habit’ **
Why do so many deals that seem wrapped up slip through salespeople’s fingers? They are a byproduct of a “hopeium habit.” Salespeople instinctively like to hear “yes” from prospects. It creates a feeling of moving toward a sale...
Sales Reps’ Biggest Blunders: Which ones are your team making? **
A recent survey of 138 people responsible for making business-to-business purchases for large North American companies in diverse industries shed some light on what they don’t
appreciate...
SALESU
What’s Training Got To Do With It? **
4 sales consultants talk about what they do and why some companies benefit from training more than others...
INCENTIVEPRODUCTS
Incentive Product Focus: Cameras
Boosting Sales Is A Snap! The latest cameras and camcorders for incentive programs (PDF document. Requires free Adobe Reader)
Incentive Alley **
A collection of powerful ideas for motivating your sales team. Check out these latest incentives...
SPECIALREPORT
Special Report: The Best Incentive Partners You’re Not Aware Of
A Q&A with the president of the Incentive Manufacturers Representative Alliance (IMRA), plus a complete IMRA membership directory...
COACHES'CORNER
Your Company Has A Business Plan, How About Your Employees? **
Author Stevie Ray. If you haven’t done so already, it’s time to give a passing or failing grade to the strategies that you tried last year and brainstorm some cool new ideas
for 2007. Time to look at the next three to five years and see what kind of company you want to become. How you want to be thought of by your clients, your partners, and your competition...
SFXPADVERTISERS
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