February 2020

Negotiating a Deal In Crunch Time

Time is never more precious than when it’s running out. Therefore, using your preparation time strategically before the negotiation can help ensure you capitalize on every second when it counts.

Incentives and Rewards: A Closer Look

In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition.

Make Your Content Impossible to Ignore

If you want to persuade your buyers to act in your favor, you ned your message to become part of their memory. The Prospective Memory Model is a framework backed by brain science for getting people to act on the 10% you want them to remember.

4 Ways to Enhance Your Sales Development Rep With Automation

Sales teams may not be able to focus on finding qualified leads if they need to scale. That’s where sales development representatives step in. Implementing the right automation will improve SDRs' performance.

3 Skills for Influencing the Customer’s Thinking

It's more difficult than ever to get C-suite decision makers to make a buying decision. We examine three effective skills for influencing the customer’s thinking and driving buying decisions.

5 trends in gaining more customer insight

Customers have more power and more information than ever. Here are five predictions about how the customer is a strategic focus for B2B companies in 2020.

The 5 Marketing Conferences You Need to Attend in 2020

You need to be just as strategic in your selection of marketing conferences as you are with your marketing campaigns. Here are five of the best conferences to attend in 2020

Signals that sales managers send with rewards

Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked aspect of a reward is the signals that go with them.

More high-tech takes

This issue’s cover feature on artificial intelligence (AI) marks the second straight issue that we have focused our cover story on technology. Our last issue of 2019 looked at how 5G technology will change how sales reps and marketing professionals do their jobs.

Customer Feedback Will Be More Actionable and Better Managed in 2020

Polls, ratings, surveys – collecting feedback has never been easier. But what happens to all this data? We need to find a way to collect the whole but solve for the part.


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