When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is there. That’s the good news. The bad news: Messaging content and skills training approaches are not always present.

Not all companies have figured out how to use their community as a data-driven listening channel that can deliver a strategic and competitive advantage while also helping to generate revenue. Here are some reasons to figure out how to tap into this data and how you can start.

Making a bad hiring decision is something every experienced sales manager has done. Despite our best efforts, no hiring process is going to be perfect. A new hire won’t really know what it’s like to work at your company and what is required to succeed until after they’ve been there a while.

The ability to gather information from different places around the web gives B2B marketers a much fuller view of a company’s profile. It’s also allowed them to leverage analytics in ways only once possible by their B2C counterparts.

Anthony Iannarino believes not only was Alec Baldwin’s portrayal of a sales manager in “Glengarry Glen Ross” brilliant, it was on target - sort of. The author, blogger and sales professor says “always be closing” is a mantra that makes sense when you look at it right.

Today's B2B customers expect smarter answers, more personalized experiences, and thoughtful solutions rather than sales pitches. To succeed in this new era of selling, here are the four things your business has to understand and embrace in order to grow.