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Closers

Jen Mueller
September 5th, 2014, 2014

Windows Around the World

High-tech workers love their incentive stock options, but Microsoft’s Michele Samoulides says that incentive travel programs are some of the software giant’s most effective motivators. She runs the company’s annual Gold Club program, which recognizes more than 2,000 sales professionals, human resources professionals, administrative assistants and other employees worldwide through three regional incentive programs.

 


 


 

Jen Mueller
July 28th, 2014, 2014 11:20 AM
Get In the Game
Jen Mueller
In her new book, “Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World,” sales strategist Jill Konrath emphasizes the importance of strong starts with new prospects. Konrath knows a thing or two about starting strong. Her first book, “Selling to Big Companies,” was named one of Fortune magazine’s “Must Reads” for salespeople, and is on a number of all-time top 10 lists for sales books.
Jill Konrath
May 20, 2014 11:20 AM
Start fast, finish strong
Jill Konrath
In her new book, “Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World,” sales strategist Jill Konrath emphasizes the importance of strong starts with new prospects. Konrath knows a thing or two about starting strong. Her first book, “Selling to Big Companies,” was named one of Fortune magazine’s “Must Reads” for salespeople, and is on a number of all-time top 10 lists for sales books.
  
May 20, 2014 11:20 AM
Shark Musings
Mark Cuban
When he was 12, Mark Cuban sold garbage bags to pay for an expensive pair of basketball shoes. An entrepreneur was born and the business world hasn't been the same. Cuban is the owner of the Dallas Mavericks of the National Basketball Association, Landmark Theatres and Magnolia Pictures, and the chairman of AXS TV.
September 10, 2013 03:18 PM
Elizabeth Becker, author and journalist
Former New York Times foreign correspondent Elizabeth Becker circled the world to report on the global impact of travel as a product. Her book, “Overbooked: The Exploding Business of Travel and Tourism,” was published earlier this year.
May 6, 2013 01:59 PM
Apollo Robbins, entertainer, consultant
A recent New Yorker feature on Apollo Robbins described the Las Vegas-based entertainer as a “theatrical pickpocket” who, in pursuit of his craft, has incorporated principles from aikido, sales and Latin ballroom dancing.
February 25, 2013 10:52 AM
Daniel Pink, author
SMM:Your new book, “To Sell Is Human,” offers a fresh look at the art and science of selling and states that everyone is in sales in one fashion or another. Who will benefit most from it?

 
July 15, 2012 12:00 AM
Bill Catlette, co-founder, Contented Cows
Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their book, “Contented Cows Give Better Milk: The Plain Truth About Employee Relations and Your Bottom Line.” Fourteen years later, they’re still crusading for building better workplaces.

 
June 4, 2012 12:00 AM
Nancy Martini, author
SMM: Your new book takes an in-depth at applying a scientific analysis to sales. Is that truly a new concept? Martini: Our company is 57 years old and has been working with behavioral assessments since from the beginning. What’s new is applying behavioral science with skills analytics and combining those two to drive sales performance.
http://admin.stream.wsj.com/2012/files/2013/02/Scott-Adams.jpg
 
March 22, 2012 12:00 AM
Scott Adams, creator of “Dilbert”
Before he became a world-renowned depicter of the banality of corporate America with his “Dilbert” comic strip, Scott Adams was rejected for an arts school, and instead earned an undergraduate degree in economics from Hartwick College and an MBA in economics and management from the University of California-Berkeley.

February 6, 2012 01:00 PM
Brent Adamson and Matthew Dixon, authors of “The Challenger Sale”
A Q&A from Sales & Marketing Management SMM: There has been a lot of debate online about the theories you propose in your new book. Before we get to those, however, why did the world need another sales book?