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The targets for this year are set, so now is the time to explore ways to increase sales rep efficiency and effectiveness to hit those revenue numbers. In this white paper, learn about: How to avoid sales reps from wasting time on administrative tasks Advances in CRM 2.0 technology to get to more revenue per sales rep How you can stop the contract chase with electronic signatures You will gain valuable insight on how to increase sales rep efficiency and effectiveness to hit those 2012 revenue targets. Request Free!

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Increase Sales Reps Effectiveness: CSO Insights Research on a Sales Rep’s Digital Admin

Written by Dr. Michelle Mazur This guy is lost. Your audience shouldn’t be. Have you ever been hiking and the trail suddenly disappears? All of the sudden, you don’t know where you are going. You are lost! You have to struggle to find the trail to push forward or you have to turn back. Have you ever sat through a presentation where you are utterly lost? You have no idea where the speaker is going. No idea where he has been and you are struggling to make sense of it all. Like hiking, when speaking the last thing you want is to get lost. Luckily by following some good hiking advice, your speech can keep the audience engaged and on the same happy trail as you. Be prepared Before venturing out on a hiking outing, you need to be prepared – food, water, proper clothes, and good boots. Before giving a presentation, you need to take the time to thoroughly prepare and rehearse your speech. Do your research. Craft a speech and then practice the speech. Not sure how to approach practicing a speech – check out 8 Steps to Practicing a Presentation for practical practice tips. Decide how to pack your speech backpack You’ve prepped for your hike – now you have to decide how to pack your backpack. For speakers, this means deciding on the structure of your speech. Deciding on what structure to use depends on your topic. For example, recounting a historical event – it’s best to use chronological order. Exploring two opposing viewpoints try a compare and contrast approach. Always bring a map Just a like hiker needs to know where they are going; your audience wants to know where they are following you. Provide them with a road map. Be sure in the introduction to preview your main points. Watch the transition to new terrain When I hike, I spend a lot of time looking at my feet. I’m always watching out for where the terrain might change. If only there were signposts that let me know when my smooth trail turns rocky. In presenting, there should always be signposts throughout the speech. When you transition from one point to the next, tell your audience. It can be something as simple as “My second point is” or you can summarize your previous point before introducing the next. Whatever your approach, you should take great care in how you transition to new terrain. End strong A few years ago after a long hike, I was off the trail, walking back to the car, fell, down and hurt myself. Why? Because I wasn’t paying attention to the end of the hike! I didn’t end strong. Speakers often make the mistake of just saying “thank you” or “that’s all I’ve got” before scurrying back to their seats. End your presentation strong. Summarize your main points. Leave your audience with a statement that you want them to remember! By being prepared, packing your speech backpack, having a map, watching your transitions and ending strong, you won’t lose your audience! More importantly, you won’t lose yourself out on the hiking trail. Do you have any tips on not losing your audience when you speak? Share ideas below. I’d love to hear them.

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How NOT to Lose your Audience in your Presentation

A BU Law School graduate from the class of 1970, Peter Resnik has been working for the firm McDermott Will & Emery for over 20 years. A couple of years ago, during his walk to work through the Boston Common, Resnik struck up an unlikely friendship with a homeless man named Rob. The two discovered they had a common interest in literature, and Resnik began giving Rob books, which they discussed regularly. From this, the idea for a book club for the homeless was born. The project has been in effect for over two years, and at least two dozen similar book clubs have since sprung up around the country. Resnik says the book club “completely changed [his] view of homeless people” and “has opened [his] eyes to a wide diversity that is around us all the time and sometimes we just don’t see.”

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A book club for the homeless: A different kind of pro bono work

CMOs know a consistent and concise product story is critical to upholding a product’s position in the market. In this white paper, learn why they’re using virtual 3D product models to create a convincing sales and marketing experience across trade shows, meetings, briefings, web, and more. Creating consistent and compelling message across direct and indirect channels Interactive experiences that can be tailored and personalized for every sales encounter Disconnected sales and marketing teams are not only less effective, but the disconnect can waste one of the most precious commodities an organization has: TIME. This white paper will teach you how to deliver one unified and persuasive voice! Request Free!

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Sales & Marketing – One Voice

Each semester we do a Visting Chef Series (#VCS) where we feature a local Boston restaurant and duplicate their menu in our Dining Halls. This time we did The Fireplace restaurant from Brookline, Ma.

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Visiting Chef Series featuring The Fireplace

While it may seem advisable, as a small to medium business manager, to handle payroll yourself, you should carefully weigh the costs of such a choice. Payroll accounting entails some of the most time consuming tasks involved in operating a business. It is also the least strategic area of business. What it will do is consume a great deal of your time with mundane tasks that will need to be repeated for every pay period. Your time as a manager is best spent on strategic planning in areas of your business that can produce growth and a return on your investment. To help you make the right decision, sign up to receive this free guide and get instantly matched with qualified Payroll Accounting vendors to receive custom, no obligation quotes. Request Free!

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Choosing the Right Time to Outsource Payroll for Your Growing Small Business