Butler Street

What's Your Social Selling Index? (And Why it Matters)
January 20, 2017 at 9:24 am

Social Selling is to the sales profession what Content Marketing is to the marketing profession. It’s the one subject that sales experts are discussing in professional circles, both online and in sales meetings. Social Selling is a concept that develops the sales representatives' social networks.

In Sales, Winning Breeds Winning
January 6, 2017 at 12:17 pm

As I look back, I really had no idea how a great sales manager/coach can impact their sales team in a positive way. It is not one thing; it is 100 little things. I know now. I saw it first-hand as a new sales rep back in 1983 working for Wallace Computer Services, pretty much straight out of college.

Increasing Sales Velocity
December 16, 2016 at 2:37 pm

Is activity the real key performance indicator driving your sales teams to success? Let’s break it down. Here is the basic equation you should use to measure your pipeline effectiveness...

How to NOT Blow the Final Presentation
December 9, 2016 at 12:00 am

So, your company made the final presentation. It is a multi-million dollar deal and one that you feel good about. All of the hard work, discovery and perseverance put forth by the team is officially on the line. You’ll never have another opportunity at this and want to put together the best presentation possible. Unfortunately, a number of people have ideas on what should go into the final presentation.

How to Compensate My Salesforce
December 2, 2016 at 2:04 pm

One of the most critical plans in any organization and a very common question we receive is: "How should I craft a compensation plan for my salesforce?" The salesforce represents your brand in the marketplace, makes or breaks your revenue and margin expectations and serves to advance your company mission and vision.

Grit. How to Get it.
November 18, 2016 at 2:11 pm

It’s a shame that the Olympics are only held every two years, because there is a story and a lesson for us all.

Four 'Keys' to Key Account Management
November 11, 2016 at 11:37 am

Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease their margins.

Are You an 'A' Player?
October 27, 2016 at 10:50 am

When I ask people to define what constitutes an "A" Player, as you can probably imagine, the responses are all over the place. So as we researched the subject, we found a great little quiz by David DeWolf on what makes an "A" Player.

Four Reasons Why Market Focus Matters
October 7, 2016 at 12:25 pm

There is power in market focus, although many companies will fail to grow even when market conditions point to a new opportunity.