Sales & Marketing Management

More than 85 companies reported revenue performance, turnover rates and change in compensation costs, including incentive and total compensation increases, for Alexander Group's 2023 Sales Compensation Trends Survey. Here's what we learned.

Groundbreaking technology such as generative AI is changing how sales conversations play out. How far will it go, and what does it mean for the role of sales and marketing professionals?

If you load them with worthwhile information, podcasts are an effective means to get uninterrupted time with prospects and existing customers.

Instead of relying on just one communication channel - the telephone - contact centers are multi-channel facilities that use several forms of communication to talk to customers.

Sellers aren't using marketing's content? Research shows that who shares the content with sellers greatly affects their likelihood of using it.

While call center jobs could decline, B2B sales and marketing jobs will be created for those who can interpret data and acquire the digital skills that will be demanded in the new age.

One of the most significant benefits of using social media to support B2B sales is the flexibility and responsiveness the channel provides.

The right sales strategy can help you better understand your customers and develop a better relationship with them. Have you got these essential components of a comprehensive sales strategy in place?

A meeting is a snapshot of culture. If meetings are inclusive, it is likely that the culture is inclusive. In cultures where diversity and inclusion thrive, it is likely that a wide variety of perspectives are represented in the meeting, people feel psychologically safe sharing their perspectives and those perspectives are welcomed and heard.

Asking for the order is stating your product is the right fit for your customer’s unique purpose, and you would appreciate their business. So why do sales reps so often miss this vital step?