Grandpa Charlie’s 8 Success Tips for Sales, and Life

Wed, 06/12/2019 - 06:16 paulnolan

Grandpa Charlie traveled as an immigrant from Cyprus to the U.S. at age 16 to make a new life for himself, and retired at 60 a millionaire. His wisdom can benefit anyone in business and in life.

Hard for you to say you’re sorry?

Mon, 06/10/2019 - 11:38 jeremytews

The inevitable customer crisis can become one of your best opportunities to deepen customer commitment — if you handle the failure properly.

Does Your Product Description Create a Guessing Game?

Fri, 06/07/2019 - 11:27 jeremytews

If you can’t clearly and succinctly explain how your product or service will help prospective buyers, can you seriously expect them to invest in you?

The Science Behind Successful Sales

Mon, 06/03/2019 - 05:31 paulnolan

When it comes to hiring, training, managing and coaching salespeople, there is actually a formula for success with some science behind it.

Email: The Next Frontier in Digital Marketing (Yes, Really)

Wed, 05/29/2019 - 06:35 paulnolan

Today’s email and digital marketing landscape has much yet to be discovered, much to be feared and so much to hope for.

Align Your Sales and Marketing Teams in 5 Easy Steps

Mon, 05/27/2019 - 10:06 paulnolan

The most important audience your marketing team has isn’t potential partners or customers – it’s the folks on your sales team.

You Are the Brand

Thu, 05/23/2019 - 07:28 paulnolan

In today’s highly competitive world, loaded with options, the individual is “The Brand,” so consider very carefully what you want your brand to represent.

Workplace Wellness Can Deliver a Healthy ROI

Mon, 05/20/2019 - 11:52 jeremytews

An increasing number of companies are looking to play a larger role in their employees' overall health. There are a number of reasons why this makes sense.

The Role of Artificial Intelligence in Relevant Buyer Experiences

Sun, 05/19/2019 - 17:12 paulnolan

Today's B2B buyers expect personalized, relevant, and seamless content and experiences throughout the purchase journey. Successful organizations are adopting artificial intelligence as part of their sales enablement strategy to better identify and replicate what content works for top performers.

Is free food at work a perk or a problem?

Fri, 05/17/2019 - 11:54 jeremytews

At the height of the dot-com boom in the late 1990s, much was written about the five-star-worthy cafeterias that high-tech companies created, offering free meals and elaborate snacks to keep their employees engaged and maybe even working extra hours.

Walking the Tightrope of Sales Compensation Modeling

Fri, 05/17/2019 - 00:00 paulnolan

While most CSOs scrutinize compensation designs and the tie between rewards and sales strategy, very few are paying attention to how the sales compensation plans are modeled. It’s not enough to ask if a sales compensation plan was modeled. A CSO must ask how the sales compensation plan was modeled.

How a Manual SEO Audit Can Improve Your Sales Funnel

Wed, 05/15/2019 - 06:55 paulnolan

Manual SEO auditing can help in the battle to land on first-page search results.

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sun, 05/12/2019 - 09:05 paulnolan

When it's time to negotiate an agreement with a buyer, playing  your cards face up on your pricing model will produce the most consistent positive results.

How to Write a Marketing Plan in Six Easy Steps

Fri, 05/10/2019 - 07:22 paulnolan

Marketing your business can be simple if you have a system in place that everyone on your team wants to use because it makes their jobs less stressful. The Strategically Aimed Marketing process is easy to understand and logical to implement.

Six Sigma and Your Sales Process

Thu, 05/09/2019 - 07:24 paulnolan

If Six Sigma principles work in manufacturing, the same systematic approach to continuously and intelligently improve productivity should also work in a sales process.

5 Steps to Creating a Scalable, Flexible Event with a Solid Video Strategy

Wed, 05/08/2019 - 06:53 paulnolan

More businesses are streaming live videos of their events to deliver added value and reach a broader audience. Here are five steps to create a scalable and flexible streaming solution.

more articles >>

Grandpa Charlie’s 8 Success Tips for Sales, and Life

Wed, 06/12/2019 - 06:16 paulnolan

Grandpa Charlie traveled as an immigrant from Cyprus to the U.S. at age 16 to make a new life for himself, and retired at 60 a millionaire. His wisdom can benefit anyone in business and in life.

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Editor's Notebook

Paul Nolan

Full disclosure: The closest I’ve ever been to holding a true sales job was peddling the Denver Post around my neighborhood (literally) as a teen-ager. Thus, my role as editor of this magazine for more than 15 years has been finding sales and marketing professionals who will share their insights with our readers, whether that’s through an article they write themselves or an interview with me.

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Engage (...by Hinda)

“Life is really simple, but we insist on making it complicated.”     – Confucius The same can be said for sales compensation....

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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)

Tom Fishburne

Tom Fishburne remembers sinking into the Sunday comics as an 11-year-old. After earning a master’s in business from Harvard and working for two...

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Lift (...by Seiko)

Tim Houlihan

At the end of each episode in the 1980s cartoon series featuring G.I. Joe, our hero would explain the moral to the story and remind the viewers, “And...

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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.
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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.
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