Every business needs sales to survive, but the focus should be on process and skills, not selling. Here are four steps to keep your salespeople on the right course.

Value conversations are all relative to the buyer, not the seller. The key to competitive marketing is connecting to and influencing the problem-solution frame of reference of the customer.

If your prospecting efforts are running into massive roadblocks, if you or your team are struggling to have consultative conversations with prospects, but those conversations are going nowhere fast, it is important to understand why consultative selling doesn't work for prospecting.

the question is not whether to use events as part of your sales strategy, but rather how to do it most efficiently. The non-technical aspect of one effective strategy may surprise you.

In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale.

Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine.

Is it possible to launch a brand with speed and a degree of certainty that it will catch on in such a fast-moving and mercurial environment? Yes, if you take a page out of something new-school; the prototype playbook.