June 2016

Creating Personalized Global Content for Your Prospects and Customers

Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient, especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.

How Presentation Management Bridges the Gap Between Sales and Marketing

How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides will never “sell” at his next meeting. And vice versa. I’ve heard marketing colleagues bash their sales folks for not being “strategic” enough. They curse the sales person for going off message. They’re both right, and they’re both wrong.

Is the Sales Coach Obsolete?

Recently a major hotel chain removed desks in some of its rooms in an effort to attract millennials. The rationale was that younger customers don’t use desks because they are more accustomed to working in “coffee shop” environments, communal spaces where others casually congregate working on laptops and iPads.

Maximizing Your Full Sales Potential: Three Questions to Ask Yourself

The sales industry, like most other industries, is extremely competitive. Experts in the field are capable of consistently closing sales and meeting quotas, but not everyone falls under this category. Both novice and skilled salespeople often find themselves struggling to reach their full sales potential.

Are Shorter Sales Presentations Better?

Sales teams hear it all the time: “Keep it short and sweet.”

The Challenger Customer: A Q&A with Matt Dixon (Part II)

Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” You can read part 1 here.

The Challenger Customer: A Q&A With Matt Dixon

Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” This is part one of a two-part interview.

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