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How to Escape the Commodity Trap

How to Escape the Commodity Trap

Commoditization, a lack of meaningful differentiation, drives products to have razor thin margins that are differentiated and bought only on price.  Unfortunately, we see it far too often: Supply Chain/Sourcing driving for a low price Contractors don’t see product...

New Year, New Sales Performance Tips

New Year, New Sales Performance Tips

Kick off your 2018 sales performance initiatives with the latest best practices.   So, the champagne has run dry, the wreaths are back in storage, and for many, the new year’s resolutions have already fallen by the wayside. But 2018 is still a new year and an...

How to Show Your Channel Partners Some Love

How to Show Your Channel Partners Some Love

Put the “partner” back in channel partnership with smarter engagement. Ever hear of the 80/20 rule? It applies to a lot of scenarios, but as a distributor, dealer, or manufacturer, it particularly rings true for you: in short, you get up to 80% of your business from...

Give Your “B” Team the “A” Team Treatment

Give Your “B” Team the “A” Team Treatment

There’s big benefit in motivating your average players.   You may be old enough to remember the old “We Try Harder” advertising campaign for Avis. If you’re not, here’s a two-sentence case study: Avis was the number two car rental company (behind Hertz) for...

Technically Speaking, It’s Not About Money

Technically Speaking, It’s Not About Money

When it comes to attracting the top tech talent, look further than your checkbook. From Silicon Valley to Washington, DC, the war for the top tech talent rages on. But in a marketplace crowded with stock options and sleep pods, how can you make your organization – and...

The Power of Personalized Incentives

The Power of Personalized Incentives

Why relevant, tailored incentives are more meaningful than cash. Bonuses or cash incentives are supposed to be a lay-up – the easy, simple, way to encourage your salespeople, channel partners, or employees to reach their goals. But if that’s the core of your incentive...

It’s Not a Trip; It’s An Experience

It’s Not a Trip; It’s An Experience

Why the smart approach to incentive travel is no longer just about the destination. From magazines and morning TV shows to one of the most popular rewards programs in the world, there’s a lot of talk about accumulating experiences instead of stuff. And it’s gaining...

3 Ways to Increase Meeting Engagement

3 Ways to Increase Meeting Engagement

Getting attendees to the event is the first step. Keeping them engaged is the game changer. There’s a lot of time and effort that goes into preparing your event or meeting, from choosing an enticing location and intriguing topics to selecting speakers who people...