October 2018

Machine Learning Makes Life Easier

Once sellers are equipped with the right content and data, the bigger challenge organizations face is how to take their static sales presentation to a dynamic interaction that resonates with their potential buyer. In short, teams need to know which content articulates their value in real-time.

What lies ahead

Forecasting, it is said, is the art of saying what will happen, and then explaining why it didn’t. It may be a fool’s errand to predict what B2B marketing strategies will emerge in 2019, but trendwatching is an important skill for business leaders across all industries.

Top Performers - Nov-Dec 2018

Easy, effective gifting

Gratitude with attitude

Bose SoundLink

Onboarding is for sales managers too

“What’s your onboarding program for new sales managers?”

Unleashing the power of frontline sales management

Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers.

3 keys to effective sales management training

Most sales management training is simply repurposed salesperson training, while sales leadership programs are often focused on generalized leadership skills. Sales leaders need more than better selling skills and an executive presence. They need targeted education on how to guide their salespeople to higher performance.

Mind the training gap

When a global finance and accounting services firm sought to reverse a steady decline in revenues, Blue Ridge Partners, a management consulting firm, proposed a number of initiatives, the most important of which was an upgrade of sales management talent.

Tea and cricket breaks

Food experiences have become a key component of incentive travel events and offsite meetings. Executive chefs and culinary experts at Benchmark, a global hospitality company, identified top dining trends for 2019.

All signs point up for incentive travel business

If the size of a tradeshow an industry stages is an indication of its health, things are looking up in the meetings and incentive travel world. IMEX America, the annual autumn expo that brings together global meetings and incentive travel users and suppliers, notched a record 13,000-plus attendees October 16-18, 2018, in Las Vegas. The event expanded into an additional hall at the Las Vegas Sands Expo Convention Center, creating space for over 3,500 exhibitors representing 150 countries.

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