At some point, organizations or businesses of any size have to evaluate if their sales incentive programs are really working to improve their bottom line. The monetary value of incentives has traditionally been used to spark motivation and create competition among sales staff or channel...
Every entrepreneur or salesperson has faced challenges selling their products and services. It is part of the sales process journey. We have been taught to listen to prospects and customers through the discovery phase and then to present a solution that best solves their problem...
We live in a society conditioned toward telling rather than asking. When in telling mode, we hope to inform and impress others whether it is for business or personal relationships. Western, egalitarian and individualistic cultures appreciate high achievers and task-accomplishment, but the awareness of interdependency...