Sales & Marketing Management

Managers can improve the impact of in-person communications by supplementing them with asynchronous communication that can be viewed and shared wherever and whenever the salesperson needs it.

Inaccurate sales forecasts slow down decision-making and frustrate sales managers. A look at the cause and how to fix it.

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. Because buyers are purchasing more products and services remotely and on demand, it's imperative that salespeople position themselves as subject matter experts. There is no greater opportunity than video.

In the new world of digital selling, it is critical that your request for proposal clearly articulates how your product meets the needs of your customer.

Have you adjusted to address the changes in B2B sales? We examine what less salesperson interaction means to the sales process.

Eye contact in virtual sales presentations? You bet it's critical! That and these four other skills will improve your reps' performance on virtual sales presentations.

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals.

Gartner identifies four areas where the traditional approach to selling is impeding sales growth.

In this interview with Tim Kasida, Strategic Partnership Executive at Allego, we discuss pandemic-related challenges in B2B sales, including sales rep engagement and having effective customer conversations. Tim shares insights on how sales managers can help.