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NOVEMBER/DECEMBER 2007
FEATURESTORY
It takes only a few minutes into a conversation with Watts Wacker to realize that you don’t so much interview this noted futurist as give him cause to package up and present a portion of his knowledge.
To be sure, Wacker is knowledgeable. Before a recent telephone interview, we provided him with a profile of the SalesForceXP reader and asked him to focus on three business topics
that are included on the laundry list of subjects he’s prepared to speak on: leadership, strategy and people management...
EDITOR'SNOTE
Whadaya Know? **
Wit and wisdom from our Editor-in-Chief, Paul Nolan...
SCRATCHPAD
Sales reps say it's unrealistic and a waste of time. Coaches and consultants swear by it. What's a poor sales manager to do?
More Than The Meeting **
There’s no better feeling than walking away from an executive-level meeting confident that you’ve won the sale. Remind your sales team, however, that there is plenty of work remaining after a successful meeting with a key decision maker...
Best Response For Cogitators: No Response at All **
When a prospect says “Let me think about it,” every rep wonders whether it’s a polite attempt at a brush off. A salesperson who isn’t savvy to this can waste a lot of time and energy following up with e-mails and phone calls. So how do you tackle this devilish objection? One effective response, particularly if you’re speaking with a prospect by phone, is to not respond at all...
When Your Buyer Leaves the Company **
Art Sobczak, President of Business By Phone Inc. says it takes quick thinking when a regular buyer leaves a client company....
SALESU
Fueling the Engine of Sales Success: 5 keys to sustainable self-motivation **
Whether your sales team is full of hard-driving veterans or stocked with rookies, it’s a safe bet that all of them have experienced low points – that sinking feeling when they lose
a hard-fought battle for business or suffer through a string of rejections...
MEETINGS&INCENTIVETRAVEL
Off-Site Insights: Research from a leading travel authority can benefit do-it-yourself group travel planners **
Benchmarks in business are essential. It’s human nature to want to know how your company compares to the field, not only regarding vital statistics such as sales growth and share of market, but in strategic areas as well...
Small Is Good **
When corporate executives were asked about the size of meetings planned in 2005, the majority were for meetings of less than 25 people. It’s this segment that is projected to experience the greatest growth through next year...
Spending Trends **
The number of corporate meetings and events is approximately double those organized and hosted by associations...
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GATHERINGSPOTS
In New York, Things Are Looking Up(state) **
Whether your sales team is interested in golf, gaming or getting down to business – or a mixture of the three – Turning Stone Resort and Casino in upstate New York is a
self-contained solution...
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INCENTIVEPRODUCTS
Incentive Product Focus: Last-Minute Business Gifts (598KB PDF document. Requires free Adobe Reader)
Business gifts are a powerful way to cement relationships and show customers and employees how much you care about them. This last-minute gift guide features a variety of items to suit your diverse list of recipients. Remember to include a handwritten note with whatever gifts you use...
Incentive Alley (493KB PDF document. Requires free Adobe Reader)
Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers...
COACHES'CORNER
STUMPED? Multiple options can cement customer relationship
When a negotiation ends, a positive, lasting relationship with the customer should begin. Negotiation that demands zero-sum concessions, however, usually results in one side
gaining at the expense of the other, which means someone will walk away feeling defeated. This kind of adversarial energy won’t create the momentum necessary to get a great relationship rolling. It
doesn’t have to be this way...
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SFXPADVERTISERS
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