February 2019

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

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

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.

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.

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

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.

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.

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

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.

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