Getting Back to Basics: Successful Onboarding

Helen Bereschinova — Wed, 19 Jun 2013 21:13:56 +0100

At the end of the classic movie, The Wizard of Oz, Dorothy learned that she had the power to return home all along. All she had to do was click her heels three times and say, “There’s no place like home” and just like that she was back on the farm in Kansas.

If only it were that easy to improve your company’s Onboarding strategy.

Well, my little CEO . . . get clicking! It can be easy.

At the end of a 3-hour workshop I led recently for a...

BIME v5 Makes True Cloud BI Lightning Fast

We Are Cloud — Wed, 19 Jun 2013 21:13:07 +0100

Analysis and visualization powered by new calculation engine.

Optimized for any budget, any mobile device.

MONTPELLIER/FRANCE, JUNE 19, 2013 – BIME, the pioneer in true cloud-based business int...

What Customers Want: Going Undercover

Helen Bereschinova — Mon, 17 Jun 2013 22:16:44 +0100

You may have watched the CBS hit TV show “Undercover Boss.” If you aren’t familiar with the show, each week the cameras follow around a corporate executive who goes “undercover” to participate in various jobs. They get a first-hand look at how their decisions impact the employees and their morale – and much more.

Yes, it a bit of “Hollywood,” but don’t miss the incredible lesson it can teach us. I read an article in the Detroit ...

Prep Before the Call, Make the Sale

Helen Bereschinova — Mon, 17 Jun 2013 22:16:44 +0100

Do Your Homework!

Sorry for yelling but I just got off a very annoying call with a sales rep who was following up with me from a Sales 2.0 conference I went to recently and it reminded me how little prep/homework many of us do before we call our clients and prospects. I won’t name names this guy was selling a service that automates/aggregates information on prospects (quotes, events, press releases, etc) and helps you do research on them before calling or e-mailing them.

Shared Responsibility is No Responsibility

Helen Bereschinova — Wed, 12 Jun 2013 21:23:53 +0100

Social Loafing May Be Lowering Your Sales and Marketing Effectiveness

Sure, some of your employees may spend too many work hours on their favorite social media sites, but this productivity drag pales in comparison to the rising problem of social loafing that occurs in almost every firm. Social loafing is a widely researched phenomenon that suggests people exert less effort to achieve a goal when they work in a group than when they work alone.

What are the two primary cau...

Cracking the Code to Successful Sales Teams

Helen Bereschinova — Wed, 12 Jun 2013 21:23:53 +0100

Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently use them successfully.

Let’s take a look at the ten laws behind successful sales teams.

1. Have A Shared Purpose. Successful sales teams have a compelling, clear vision of their purpose that is shared by everyone on the team. A shared purpose provides direction for the team...

Tips on Being a Top Closer

Helen Bereschinova — Wed, 12 Jun 2013 21:16:46 +0100

As any seasoned sale force representative can tell you, too many sales are lost in the closing moments. While experience is the best teacher, it is important to take advantage of sales training that specifically targets the art of the close. While securing a great sales technique through your experience and sales education is important, setting up the sale properly can save you time and money in the long run. While every “no” may bring you closer to a “yes,” too many n...

Customers vs. Your Employee: Handling Complaints

Helen Bereschinova — Mon, 10 Jun 2013 20:28:22 +0100

How to Tactfully Discuss Customer Complaints with Employees

We all want our customers to be happy and to let us know when something has gone awry, but do you know how to successfully handle situations where multiple customers complain about a long-term employee?

This can put you in a difficult position, but if you do not handle the problem correctly, it will just keep happening. If you don’t confront the behaviors that lead to customer complaints, you will lose res...

Bigger Confidence, Better Performance

Helen Bereschinova — Mon, 10 Jun 2013 20:19:06 +0100

Some people have Self confidence while others need to develop it. Self Confidence is the inner force that leads a person doing something independently. Self Confidence is a quality that is there without the intervention of the parents, spouse, teacher and it is force that pushes one along. At any place whether the workplace or in personal lives, having self confidence or personal motivation is very important. Lacking self confidence would lead to set backs in our lives but there are rea...

Don't Make Them Hate You: Winning Slide Presentations

Helen Bereschinova — Wed, 05 Jun 2013 21:57:49 +0100

“Most slide presentations suck rotten eggs.”

Seth Godin knew this years ago, and if there’s one community on Earth who still knows this today better than any other, it’s buyers. Buyers generally have a healthy (or occasionally unhealthy) disrespect and even dislike for salespeople, but if there’s one thing a buyer dislikes even more, it’s a salesperson with slides.

Yet visual aids, when properly used, can make...

Hiring a Rock Star Sales Rep

Helen Bereschinova — Wed, 05 Jun 2013 21:57:49 +0100

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s in identifying, hiring and retaining good sales reps. If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have to do is look at your own company or industry to know it’s still true – 80% of the sales and revenue are made by the Top 20%.

So how ...

Don't Burn Your Bridges: Business Referral Etiquette

Helen Bereschinova — Wed, 05 Jun 2013 21:57:49 +0100

One of the key roles of management is to build business through relationships. A common way to build relationships is through referrals: with, for and through banks, attorneys, employees, peers, and anyone else who has something that someone else wants or needs. The better you are at managing the referral, the better off you and those in your organization will be. Unfortunately, even though most referrals start with good intentions, they’re conducted haphazardly and don’t yield th...

ENMAT for iphone/ipad - New energy monitoring App

ENMAT Energy — Wed, 05 Jun 2013 18:01:40 +0100

How to Close Sales that Are Over the Budget

Helen Bereschinova — Wed, 29 May 2013 23:46:11 +0100

It never ceases to amaze me how many business people assume that a budget dictates what the buyer can spend. In my experience, this is almost never the case. The truth is that in most cases, budgets are guidelines, and nothing more than that. Additionally, they are sometimes based on a flawed or limited understanding on the part of the buying party of what is actually required.

Of course, most sales people fall into the trap of selling to the budget. They build their entire proposa...

CCL – Climate Change Levy Software

ENMAT Energy — Wed, 29 May 2013 21:55:22 +0100

cca_performance_tracker_1

Energy Budgeting Software

ENMAT Energy — Wed, 29 May 2013 21:52:31 +0100

Blog entries

Getting Back to Basics: Successful Onboarding

BIME v5 Makes True Cloud BI Lightning Fast

What Customers Want: Going Undercover

Prep Before the Call, Make the Sale

Shared Responsibility is No Responsibility

Cracking the Code to Successful Sales Teams

Tips on Being a Top Closer

Customers vs. Your Employee: Handling Complaints

Bigger Confidence, Better Performance

Don't Make Them Hate You: Winning Slide Presentations

Hiring a Rock Star Sales Rep

Don't Burn Your Bridges: Business Referral Etiquette

ENMAT for iphone/ipad - New energy monitoring App

How to Close Sales that Are Over the Budget

CCL – Climate Change Levy Software

Energy Budgeting Software