Make Your Content Impossible to Ignore

Mon, 02/24/2020 - 00:00 jeremytews

If you want to persuade your buyers to act in your favor, you ned your message to become part of their memory. The Prospective Memory Model is a framework backed by brain science for getting people to act on the 10% you want them to remember.

4 Ways to Enhance Your Sales Development Rep With Automation

Fri, 02/21/2020 - 00:00 paulnolan

Sales teams may not be able to focus on finding qualified leads if they need to scale. That’s where sales development representatives step in. Implementing the right automation will improve SDRs' performance.

3 Skills for Influencing the Customer’s Thinking

Thu, 02/13/2020 - 17:53 paulnolan

It's more difficult than ever to get C-suite decision makers to make a buying decision. We examine three effective skills for influencing the customer’s thinking and driving buying decisions.

5 trends in gaining more customer insight

Thu, 02/13/2020 - 00:00 jeremytews

Customers have more power and more information than ever. Here are five predictions about how the customer is a strategic focus for B2B companies in 2020.

The 5 Marketing Conferences You Need to Attend in 2020

Mon, 02/10/2020 - 16:59 paulnolan

You need to be just as strategic in your selection of marketing conferences as you are with your marketing campaigns. Here are five of the best conferences to attend in 2020

Signals that sales managers send with rewards

Sun, 02/09/2020 - 15:14 jeremytews

Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked aspect of a reward is the signals that go with them.

More high-tech takes

Sun, 02/09/2020 - 14:49 jeremytews

This issue’s cover feature on artificial intelligence (AI) marks the second straight issue that we have focused our cover story on technology. Our last issue of 2019 looked at how 5G technology will change how sales reps and marketing professionals do their jobs.

Customer Feedback Will Be More Actionable and Better Managed in 2020

Fri, 02/07/2020 - 00:00 paulnolan

Polls, ratings, surveys – collecting feedback has never been easier. But what happens to all this data? We need to find a way to collect the whole but solve for the part.

A Picture Is Worth a Thousand Words, and So Is One Great Customer Reference

Mon, 02/03/2020 - 17:03 paulnolan

Customer references are an influential purchase decision support tool. Creating a customer reference program begins with a solid foundation that sets the tone, defines the scope, and supports the customer reference infrastructure.

5 Trends That Will Transform Meetings

Fri, 01/31/2020 - 00:00 paulnolan

These five trends, identified by a leading hospitality management company, will have a transformative influence on how businesses approach the group meeting experience in 2020 and beyond.

A Blueprint for Your Disruption: How to Become the Next Kodak, the Next Blockbuster, or the Next Taxi Cab Medallion Owner

Mon, 01/27/2020 - 07:29 paulnolan

While some companies spend countless hours devising business plans that encourage new customers to buy, join or stay, others manage to devise schemes that leave customers with little or no choice but to move to competitive offerings. Here's what we can we learn from these businesses.

more articles >>

Make Your Content Impossible to Ignore

Mon, 02/24/2020 - 00:00 jeremytews

If you want to persuade your buyers to act in your favor, you ned your message to become part of their memory. The Prospective Memory Model is a framework backed by brain science for getting people to act on the 10% you want them to remember.

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Editor's Notebook

Paul Nolan

This issue’s cover feature on artificial intelligence (AI) marks the second straight issue that we have focused our cover story on technology. Our last issue of 2019 looked at how 5G technology will change how sales reps and marketing professionals do their jobs.

continue >>

Engage (...by Hinda)

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales...

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Lift (...by Seiko)

Tim Houlihan

Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked...

continue >>

Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
Download here.

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