Bumping Up Sales at Dunder Mifflin

Michael Scott got some things right as he bumbled through sales management. His sales team could have reached new heights with technology like sales gamification.

How to Achieve Sales and Marketing Alignment to Drive Sales Success

Given that only 35% of salespeople think their marketing team knows what they need to sell, there is clearly need to get marketing and sales to work together.

Spread Your Message with Through-Channel Marketing

As more B2B companies observe growing sales revenue through indirect channels, brands are realizing the need for effective, scalable execution of marketing campaigns through their channel partners.

Earning Trust In a Digital Business World

High-touch B2B transactions in person will return, but the digital shift is permanent in many ways. This transformation, known as guided CX is a way to earn the trust of customers and prospects as well as drive meaningful business outcomes.

Why Your CRM System Is Essential for Lead Management

You've got a CRM system in place. So why are so many qualified leads not followed up? It's time to rethink the role of your CRM.

5 Ways Coaching Elevates Sales Performance

Sales coaching and development helps drive consistent sales rep behaviors across the entire team and elevates average performers to become top-performing salespeople.

How to Target a B2B Audience With Mobile Marketing Strategies

Consumer marketing campaigns have to take mobile phone marketing strategies into consideration. It should be no different for B2B campaigns.

Consumers Crave Connection. Clubhouse Can Help

Brands that identify new ways to participate in social interactions with their customers stand to achieve gains in both engagement and loyalty. B2B marketers would be wise to take a closer look at this budding social app.

How to Use Sales Competencies to Create a Cadence of Continuous Improvement

Competencies are talked about in HR and talent circles, but less commonly in sales.

Creating a Feedback Culture

Regular performance feedback is critical to workplace engagement. And the flow of feedback should go both ways.

Turning the Lights On Revenue-Generating Bottlenecks

Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

Turning the Lights On Revenue-Generating Bottlenecks

In this podcast transcript, Citrix executive Barry Magee explains how Dun & Bradstreet's Rev.Up ABX software program transformed his team's go-to-market approach.

5 Ways Sales Automation Will Help Your B2B Company Thrive

Automating sales and marketing activities lets you focus your human resources elsewhere. When your sales agents don’t have to spend hours creating proposals or prospecting, they can do more in less time.

Remove the Mystery from Cold Calling

The myth of cold calling is that persistence wins out. In reality it simply burns people out. Timing cold calls properly opens up more opportunities for conversations as well as conversions.

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