Many companies I’ve worked for attempted to turn the culture around by running contest after sales contest along with a summer, fall, winter and spring company outing. Over the years I’ve benefited from wearing many hats in the inside sales game. While I’ve been humbled on many occasions, it certainly has allowed me the perspective of seeing the job from a variety of angles. wish I could say that I have it all figured out at this point, but I have got a long ways to go. As a result the culture generally tended to suffer. Guess what, people were still miserable. MORE >>

There are so many different ways that each organization tracks and manages the closed loop feedback process, and here are a couple of different ways our company manages this with our clients: Build a report in your CRM system that tracks the feedback on whether or not your team’s appointments are occurring. This week when I sat down to blog I was having some difficulty deciding on what to write about. If I noticed a continual pattern, the article instructed me to blog about that topic. Bingo , I thought - there was my topic for the week. MORE >>

Last week I had the chance to attend an Oz Principal leadership workshop with my fellow managers. There were a variety of topics covered, and fellow Director Matt Fitts wrote on one of the topics covered. wanted to take the opportunity to discuss one of the other main principles of the workshop, accountability. One of the biggest things that stuck with me during this workshop was the mindset that individuals share as it relates to accountability within their organization. Either you're "Above The Line" or you're "Below The Line" when it comes to situations you encounter during the work day. MORE >>

Executives are receiving countless amounts of emails each day from companies just like yours, so that’s why it’s so important to place such a large emphasis on email subject line strategies. All of these examples say nothing about the company that the rep is reaching out from – instead, these focus on a more creative approach to grab the prospect’s attention without coming across as “salesy” in my opinion. This week, I’ve decided to discuss an interesting scenario that a business development rep on my team stumbled across last week. MORE >>

In his first appearance, he points out his prospect’s ( Stillwater’s ) pain (not having enough money to pay the record company back), and his solution that will solve it (traveling by plane to play more shows). But just like with Stillwater , an ego can’t get in the way of what’s best for the company. “It’s all happening!” ” Almost Famous is one of my all-time favorite movies. If you’ve never seen Almost Famous before, go watch it right now. Don’t worry; I’ll wait here for you. MORE >>