July 2015

3 Common Failings of Sales Management

Highly effective field sales management is the single most important driver of overall sales force performance. We see it time and again: when a company with an average sales team brings on a great manager, that manager elevates the performance of the entire team.

Summer is the Time to Get Social – at Selling

For many B2B organizations, summer is an important mid-year turning point – a time to assess sales success, look toward meeting end-of-year goals, and/or plan for your new year.

Where’s the Beef?

Sales and marketing professionals know that the bar for effective sales and marketing engagement has never been higher. We’ve responded with audience-focused campaigns, salesforce and marketing automation, and content targeted to each buyer who influences a sale. Many companies have invested in buyer personas, data mining apps and social media listening posts.

It’s a Tech Tsunami

When you’re pregnant (or when your partner is pregnant), you start seeing pregnant women everywhere you go. Something similar happens every time we put together our annual summer issue, with its focus on technology’s impact on sales and marketing.

Increasing Customer Loyalty in the 'Age of Experience'

In the ongoing battle for market share, brands pour over metrics and tweak strategies to increase customer loyalty. The stakes are high, customer acquisition costs are expensive and most businesses can’t afford to lose sales to competitors. With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences.

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