January 2018

Networking Like a Madman: Backfilling Your Pipeline

Not only is networking a great avenue to develop business, it can be nearly your entire sales strategy.

The More and Less of B2B Marketing

More leads is not always better for sales. In reality, you need to focus on fewer – and better - targets

How to Protect Your Email Efforts from Extinction

With so many people attempting to reach decision makers via email, you need to pull off a concise, catchy, and thoughtful email to break through all of the spam and achieve a level of trust –  and maybe even earn some of their time.

2 Birds with 1 Stone: Getting Ads and Link Building at the Same Time

In this ever-changing digital landscape, marketing and communication channels can work together like peanut butter and jelly. Collaboration between your PR and SEO efforts can ensure an extensive reach, helping you promote your organization and acquire quality backlinks at the same time.

Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors

The opportunity to benefit from successful sales incentives programs is there, executives just need to understand how to uncover them.

Making Your Brand Stick: How to Define Your Business Through Consistent Visuals

How your company is perceived depends a lot upon how it's seen. Consistently portraying great visuals will ensure successfully portraying your brand to your vendors, employees, existing customers, and potential customers.

8 Tips for Writing Captivating B2B Marking Content

The typical use of content is for attracting customers to buy products and services. So, what happens if your customer base is other businesses? You still have a ton of opportunities to create engaging content, you’ve just got to do it right. Here’s how.

The Six Secrets to Superior Sales Kickoffs

A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss.

3 Leading Indicators of Sales Incentive Success

Sales is a lagging indicator. Tracking it only reflects what’s already been done. It’s like getting the final score of a football game after it has been played. It’s already too late to do anything to change the outcome. If you want to win a game, you better be looking at leading indicators like yards gained, first downs achieved and time of possession while you’re playing.

2 Enemies of Improved Sales Management: Inertia and Gravity

Sales managers tend to take on the ‘best practices’ that they observe with their own eyes and ears. Sometimes these sales management practices are the right things to do. And sometimes they’re absolutely wrong. We need good research to fight the inertia of common practices, and intense change management to fight the gravitational pull of safety.