May 2017

Rethink What You Sell – From Product to Transformation

Most companies think they sell a product. To transcend the transactional, your company must expand the way it conceives of what it sells.

Making the “Mobile-First” Vision a Reality

Mobile-first mandates are taking sales and marketing organizations by storm. Yet too often, “go mobile” directives from the top get stalled in the execution phase. Teams are overwhelmed with the possibilities, unsure how to get started and where to apply mobile for the biggest impact. Chances are you know the “why” – but what about the elusive “how?”

5 Ways to Jump Start Social Selling

To effectively jump start social selling, key stakeholders and sales staff will need to do more than just be present online. They must become brand advocates and champions while also serving as thought leaders in their communities. Here are five straightforward tips to help power up your brand's social selling strategy.

How A Career In Umpiring Helped Me Develop My Sales Strike Zone

In my previous life as a baseball umpire, I learned a lot of valuable lessons about management, diplomacy, and the need for honesty, accuracy and clear thinking in a fast-moving environment. Here are nine sales and business development lessons I learned from a 22-year career behind the plate.

How Your Company Can Benefit from Cloud CPQ Software

Sometimes it seems as if the whole point of technology is just to replace other technology. Better, smarter machines increase the pace of life, which requires even better, even smarter machines, and so on. The sales process too has been drastically affected.

Account Based Marketing for Lead Development Quality, Not Quantity

Account-based marketing (ABM) is the most-talked-about strategy in B2B sales, yet it's been around forever. What is making this long-used technique innovative?

CDM: The New Sales Holy Grail

Cloud computing has been perhaps the greatest catalyst behind companies’ efforts to rapidly scale and move into the digital era. Cloud computing has enabled this transition by spurring an exponential increase in the number of channel partners successfully reselling your products.

6 Metrics to Predict and Increase Sales from Inbound Leads

Number crunching is no longer reserved for the sales and marketing nerds. It is the lifeblood of the most successful sales and marketing leaders. Here are some metrics that can help you forecast sales from inbound leads and increase your sales success.

The 4 Ingredients of a Successful Sales Training Curriculum

Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures.