Business Trail Blazer: John Aiello

Integrating Sales With Marketing

Joan Kratz, senior vice president of marketing at Premiere Global, discusses how to manage people and technology to align sales and marketing teams with the goal of improving the overall sales process.

Tags: Sales Strategy, Sales Force Management, Marketing Research, Sales, Marketing, Video

Date: 07-22-08 Length: 00:04:44

Why the Sales Funnel is Outdated

Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."

Tags: Sales Strategy, Sales Force Management, Sales, Video

Date: 05-11-08 Length: 00:04:23

Coaching for Sales Managers

Linda Richardson, Founder of Richardson Training, explains how managers can use her new book Selling Power to coach their employees. She breaks down a sales call into 5 steps-- connect, explore, leverage, resolve and act--to guide you through.

Tags: Sales Strategy, sales, selling, coaching, training, sales call, managers

Date: 12-01-08 Length: 00:05:46

Moving Up to CEO

David DiStefano, CEO of Richarson, explains the changes he made when he took over as CEOexpanding the sales force and transitioning the best salespeople into sales managers.

Tags: CEO, Sales Strategy, Sales Force Management, sales, managers, expanding, growth, training

Date: 11-25-08 Length: 00:04:43

A Million Dollar Marketing Idea

Joan Kratz, senior vice president of marketing at Premiere Global, talks about how her company's sales team videotaped customer testimonials as part of a marketing campaign.

Tags: Marketing Research, Marketing, Video

Date: 07-22-08 Length: 00:04:16

Sales Excellence in Action

Sharon Daniel, president and CEO of AchieveGlobal, explains why it's critically important for a sales manager to be a good coach.

Tags: Coach, Sales Manager, Sales Strategy, Sales Force Management, Sales, Video

Date: 06-09-08 Length: 00:07:01

Write a Great Elevator Speech

Your dream client is standing next to you in the elevator. How can you use the next few minutes to sell him your idea or company? Ira Koretsky, CEO of Business Storytellers, has written "elevator speeches" for Charles Schwab and Warner Bros. Here he shows you how to craft a killer 30-second sales pitch.

Tags: Selling Power, Elevator Speech, leadership, motivation, management

Date: 09-06-07 Length: 00:04:13

How to Interview Sales Candidates

Dr. Chris Croner, a clinical psychologist and author of "Never Hire a Bad Salesperson Again," gives examples of the types of questions to ask a sales candidate in order to determine a person's drive.

Tags: Candidate, Sales Strategy, Sales Force Management, Sales, Video

Date: 05-07-08 Length: 00:05:04

Future Trends in Incentive Management

Tags: Incentive, Sales Force Management, Sales, Video

Date: 07-14-08 Length: 00:04:45

Sales Training in a 2.0 World

David DiStefano, CEO of Richardson, talks about how the massive amount of data available through Web 2.0 has impacted sales training.

Tags: Sales Training, Sales Force Management, Sales Strategy, Web 2.0, Internet, sales, global, training, information, clients

Date: 11-25-08 Length: 00:04:54

Measuring Employee Value

Rick Blabolil, President of Marketing Innovators, explains how to measure the lifetime value of an employee, as well as ways for businesses to get a better return on that investment.

Tags: Investment, Marketing Research, Finance, sales, training, selling, manager, marketing, employee, business

Date: 12-02-08 Length: 00:05:04

Making a Persuasive Sales Presentation

Terri Sjodin, principal of Sjodin Communications and author of "The New Sales Speak," shows how to avoid the top mistakes salespeople make during presentations.

Tags: Presentation, Selling Power

Date: 09-04-07 Length: 00:03:49

Successful Compensation Plans

Chris Cabrera, CEO of Xactly Corporation, says there are three key elements of an effective sales compensation plan: simplicity, visibility and integration.

Tags: Compensation, Sales Compensation, Sales Force Management, Sales Strategy, Sales, Video

Date: 05-04-08 Length: 00:05:04

Optimism: The Key to Winning in Sales

Dr. Chris Croner, a clinical psychologist and author of "Never Hire a Bad Salesperson Again," explains why optimism is critical to sales success.

Tags: Optimism, Sales Strategy, Sales Force Management, Sales, Video

Date: 05-08-08 Length: 00:04:54

Technology Enabled Marketing

Tags: Technology, Marketing Research, Marketing, Video

Date: 07-22-08 Length: 00:04:56

Creating a Successful Corporate Culture

Matt Ferguson, CEO of CareerBuilder.com, explains how a strong set of company values can guide your firm through staff turnover and mergers.

Tags: Leadership, Management, Selling Power, CareerBuilder.com, Corporate culture, business management, sales management

Date: 09-07-07 Length: 00:05:02

How to Create a Compensation Plan

Robert Conlin, CMO of Centive, explains three important factors to consider when building a compensation plan for your sales team.

Tags: Compensation, Benefits, Human Resources, Sales Strategy, Sales Force Management, Productivity, Sales

Date: 11-20-07 Length: 00:04:54

Sales Performance Management and Compensation

Chris Cabrera, CEO of Xactly Corporation, talks about how sales compensation plans drive behavior and improve performance. Xactly sells on-demand sales performance management solutions.

Tags: Compensation, Performance, Sales Compensation, Xactly Corporation, Sales Strategy, Sales Force Management, Performance Management, Sales, Human Resources, Workforce Management

Date: 05-01-08 Length: 00:05:06

How to Manage Gen X and Gen Y

Members of generation X and Y are beginning to dominate the workforce, but they are often misunderstood. David DiStefano, CEO of Richardson, explains what motivates these workers and how managers can get the most from them.

Tags: Video, Generation X, Generation Y

Date: 01-24-08 Length: 00:06:20

Sales Performance Management

Chris Cabrera, CEO of Xactly Corporation, explains why sales performance management is the "holy grail" of post-sales data and why companies need it to improve sales performance.

Tags: Performance, Sales Strategy, Performance Management, Sales Force Management, Sales, Human Resources, Workforce Management, Video

Date: 05-05-08 Length: 00:05:27