While the focus of sales teams and marketers is on digital communication, the power of offline promotion channels should not be forgotten. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better.

Experience shows that the fourth key element, industry knowledge, is still missing from sales training.

Five key characteristics set great sales managers apart from their lower-performing peers. These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations.

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment

Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled?

Preventing customer defection in B2B industries is challenging, but possible. Here are six marketing strategies for strengthening customer relationships.

Marketing tactics and tips that you can use to kick-start your sales skills and improve the outcomes of your actions.