February 2019

Selling how you always have? Fuggetaboutit!

Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Managers at every level across all industries crave engagement from their workers. They understand its positive effects on productivity, innovation, attendance and retention. They get it, but they don’t always know how to get it

Elevating the customer experience

In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s “superior.” The trouble is that in the same survey, only 8 percent of customers believed they were receiving a superior experience.

There’s no one way

One of the benefits of this job is that I get to talk with super-smart people who have amazing insights. For example, my reporting for this issue included long discussions with best-selling author Jeffrey Gitomer and Basecamp co-founder David Heinemeier Hansson. Both have new books out.

4 Steps to Crafting Compelling Value Propositions

Strong value proposition is essential in today's competitive marketplace. This four-step process can get you where you need to be.

Empowering B2B Sellers Through Sales Technology

Equipping direct and indirect sellers with a robust sales enablement platform provides a myriad of benefits to B2B companies. Start by following these 5 steps and see how it can empower your sales representatives and increase revenue.

Make Your Sales Force Your Loyalty Program

In research across a broad spectrum of business-to-business companies, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.

Conversation marketing hacks

Nobody starts out automatically caring about your products or services. They care about how you can make a difference in their lives.

How to Adapt to the Well-Educated Modern Buyer

The average B2B customer carries the sum of all human knowledge in their pocket on their smartphones. That means the new reality of sales must rely on marketing more than ever before.

The Skills Sales Leaders Need to Hire Now to Profit in the Future

What you should be hiring for now in order to build a future-proof sales team.

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