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How Sales Reps Can Succeed in the Social Era

Social media is clearly a disruptive force for business. Although many companies started with social media monitoring and customer service, it’s exciting now to see a growing number go beyond the reactive and harness Facebook, LinkedIn, and Twitter for sales and customer engagement and service.<p>In …

Does Money Really Affect Motivation? A Review of the Research

How much should people earn? Even if resources were unlimited, it would be difficult to stipulate your ideal salary. Intuitively, one would think that higher pay should produce better results, but scientific evidence indicates that the link between compensation, motivation and performance is much …

Become a Great Negotiator: 5 Steps | Inc.com

Although everyone claims to want a "win-win" deal, the sad truth is that most businesspeople are competitive and subconsciously want to "win" by making the other person "lose."<p>Even when you enter negotiations with the best of intentions, it's fair to assume that, at some level, your counterpart …

You’re Probably Wrong About How Others Really See You

You may think you already know how others view you — as a skilled communicator, or an incisive numbers guy, or a manager who always brings out the best in her team. But then again, you might be surprised. One modest, self-deprecating executive was shocked to learn, after engaging an executive coach …

Top Salespeople Use LinkedIn to Sell More

I recently interviewed 54 top salespeople about how they use LinkedIn to research accounts, prospect for leads, and generate sales. All of the study participants sell technology-based products to the IT departments of mid to large size companies.<p>The study included three types of salespeople: 33% …

Sell More Of Your Stuff By Helping Customers Sell More Of Theirs

Every B2B company should understand that by far the most common reason its customers buy its products is found in this ever-present question in customers’ minds: “Will this purchase help us serve our customers better and sell more of our stuff?”<p>XeroxCorporation created what is perhaps the …

How Nike uses Facebook, Twitter, Pinterest and Google+

<b>Sports are an inherently social activity, so brands like Nike are a natural fit when it comes to social media marketing</b><p>To find out how the sports …

Why We Pay All Our Employees a Commission

Particularly in the current economy, how can a small company safely and effectively grow? Much has been said recently about the impact of higher taxes — should the company postpone hiring? Rely more heavily on on part time or contingency staff?<p>Our company, Fishbowl, is sitting at approximately 100 …