September 2015

Want to Drive Better Sales? Manage People, Not Things

It doesn’t matter whether you are in the C-suite or just promoted to your first management position. If you think you can lead through policies, bullet points and messaging, you are not going to inspire the best in your people.

3 Ways to Increase Sales in Rural Markets

You didn’t make the sale. Your pitch was great, the product is great and the customer was the ideal candidate. But something didn’t click for them.

Unlocking Success in Emerging Markets

According to McKinsey, the 15 fastest-growing emerging markets will provide 90 percent of the growth in consumption of luxury beauty products and women’s wear over the next 10 years. China will account for nearly half that growth. The opportunity for companies looking to expand into these markets doesn’t end there.

Data Can Save Your Sales Quarter

A data-driven mindset offers an enormous advantage in the business world, because it gives CEOs and managers an objective perspective on sales and business growth. It also empowers business leaders to always strive to decrease inputs, maximize outputs and be intensely analytical.

Sales Playbooks: The Key to a Repeatable Sales Process

If you ask heads of sales what they desire most in their job, the answer will likely be a repeatable, predictable sales process. The more one deal can look like another, the better a sales manager, director, or vice president can predict the likelihood of a win, and the better his or her forecasting will be.

10 Digital Commerce Capabilities that Drive Sales Success

To thrive in this omnichannel age, delivering differential buying experiences, business practices and products from the competition is absolutely critical. To drive sales success, automation of sales channels requires a combination of 10 digital commerce capabilities to further facilitate initiatives from personalization and pricing excellence to multi-tier partner networks.

The Jersey Score

In November 2013, Donald Guardian became the first Republican to be elected mayor of Atlantic City in 23 years. Within months after taking office, Gardner, a reluctant candidate to begin with, was hit with the closing of four of the city’s casinos, including the Revel Casino Hotel, which cost $2.4 billion to build and was open only two years before it closed.

A timeless tool

The classic first assignment when kids return to school each fall is to write an essay addressing “What I did on my summer vacation.” A lot happens over three months when your days are wide open, but the focal point for these essays almost always is travel.

How to Harness the Power of Reviews in the Sharing Economy

Ten years ago, would you have trusted a car ride from a stranger you found on the Internet?

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