Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those incentives bring unintended consequences. New research identifies eight ways that salespeople across industries cheat or bend the rules to maximize their gain—often at the expense of the company's bottom line and customer loyalty. Huntsman School of Business profe ... Show More
Jul 1
Larry Summers: ‘Smart Businesses Are Going to Maintain Flexibility’
Lawrence H. Summers, former U.S. Treasury Secretary and President Emeritus of Harvard University, has seen the ups and downs of the American economy throughout the decades. As leaders today contend with fears of economic downturn, the growth of artificial intelligence, tariffs, i ... Show More
27m 1s
Jun 24
Moms Demand Action Founder on What It Takes to Lead Change
Whether you're a manager trying to move your organization in a new direction, an entrepreneur seeking to fix a consumer pain point, or a non-profit leader working to improve society, it can be hard to turn your and others' passion for a cause into meaningful change. Shannon Watts ... Show More
26m 13s
Apr 3
Reignite Your Remote Sales Team With This One Tactic | Todd Caponi | Ep. 300 (Lead)
Join the 30MPC Discovery Course waitlist TODAY and get first dibs: https://clubpass.30mpc.com/discovery-course.
FOUR ACTIONABLE TAKEAWAYS
Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to ... Show More
39m 12s
Sep 2024
246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
FOUR ACTIONABLE TAKEAWAYS
Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
When discussing reasons for making a change, focus on three questions: W ... Show More
36m 56s
Jun 20
Why Building Relationships in Sales Skyrockets Your Commission
You know the drill. The quota clock is ticking, the pressure is mounting, and there's that relentless urge for a quick win. Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it. But here's the to ... Show More
27m 50s
Aug 2023
Mastering the Inconsistent Sales Cycle
Lightning Round: Top 10 Ways to Be Consistent in Sales Question: Dante from Istanbul asks, “ We are getting hit hard by the economy; we work in an industry that is first to feel the impact - sales cycles have slowed, decision makers seem ready to move and then just go cold, and f ... Show More
28m 35s