With the start of spring now less than a month away, I’m sure most of us are beginning to daydream about the prospect of sunshine and summer vacation, and the (hopefully) final disappearance of the polar vortex. But let’s not throw on our flip-flops and shut down our computers just yet.
Editor’s note: This is the second post in a three-part series on sales motivation. The first post focused on the importance of building competition into your sales team’s everyday activities, and the third post will explore the affect team success can have on motivation.
If you regularly read my contributions to this site, you probably know that I’m an avid skier. I live in Denver, Colo.—a haven for outdoor sports, and a city that’s just a couple of hours from some of the best ski resorts in the country (Vail, Breckenridge, Keystone, etc.).
In almost any context, a well-written customer testimonial can be hugely impactful. In fact, those stamps of approval often replace the need for customer reference checks because they serve as validation of your offerings’ value proposition and confirmation of your company’s capabilities. Simply put, testimonials instill confidence in your prospects’ minds and, ultimately, help you close sales faster.
When you go to a dealership to buy a car, it’s no mistake that you’re presented with myriad options. Want a black car with tan leather, GPS, stow-away back seats, and surround-sound speakers? No problem. Prefer a hybrid vehicle with cloth seats and no frills? You can probably get that, too.
The argument for providing that diversity of options is twofold: It ensures that the customer gets what they want and need, and it takes some of the attention away from price.
In the world of VAR selling, the same is often true.
Email is the new phone in today’s sales world. It’s currently one of the most effective online customer acquisition tools, according to this post from Wired, ranking just behind organic search and paid advertising, but ahead of social media channels such as Facebook and Twitter.
Recently, I decided it might finally be time to buy new car. After all, my 25-year-old Honda Accord—despite still possessing the capability to reliably get me from point A to point B—is almost as old as Mark Zuckerberg.
Last week, the NFL “celebrated” one of its annual rights of passage—Black Monday. On that day (the first Monday after the regular season ends), a handful of coaches around the league often find their heads on the proverbial chopping block, and this year was certainly no different.
For some VARs (hopefully, the majority of you), 2013 was a banner year. You exceeded your revenue targets, blew past your quota every month, and are rocketing into 2014 with momentum on your side. For some others (hopefully, very few of you), 2013 may have been a year you’d rather forget.
Last December, I wrote a post for The VAR Guy that parodied the timeless poem, “The Night Before Christmas.” It was a fun way to bring some levity to a time of year that should be relaxing for salespeople and business owners, but is often overshadowed by one prevailing thought: Am I going to hit my end-of-year revenue target?!
In the United States, Thanksgiving is over and we’ve (mostly) recovered from stuffing our faces with turkey and pumpkin pie. Now, with the calendar showing December and snow beginning to fall all over the country, the holiday season is officially upon us.
In the context of our personal lives, there are many ways that we meet, interact, and build relationships with our closest friends. We might meet friends through our kids’ activities, for instance, or maybe we build relationships through work or various other extracurricular activities (church or community groups, book clubs, sports leagues, etc.).
It’s Monday morning and you’ve just arrived at your desk. You flip on your desk lamp, plop down into your chair, turn on your computer and immediately open your e-mail inbox. Slowly, the sludge of messages that accumulated over the course of a few days away from the office begins to trickle in.