ABM and predictive analytics: Two nails in the B2B salesperson’s coffin?

As I prepare to write this article, a hundred things are running through my mind. First it’s June and the quarter close. Simultaneously I’m scanning my email “clutter” file to make sure MS Outlook still knows better than I do what is clutter and what isn’t.

Speed kills… cold calls, that is

I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time.

Apathy at the Highest Levels

A disturbing trend that I am seeing in the marketplace is an escalating level of apathy at the senior executive level as it relates to the effectiveness and value of their sales organizations.

How to Gain Visibility into Your Mobile Sales Team with Unified Communications

The world of sales has changed significantly in recent years, mainly driven by advancements in technology.

The Rise of the 10X Marketer

There’s a persistent “myth” in software development: great developers are 10X more productive than average developers. I call it a “myth” in quotation marks because there’s disagree­ment around that statement in the software community.

Why Every Sales Rep Needs an iPad

Incentive Gift Cards Directory 2016

Companies that include gift cards in their incentive programs are realizing remarkable results and finding new technological solutions that help manage their programs and decrease capital costs.

Words to the wise

“If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield, a Sydney-based marketing co

Engaging incentive ideas

It happens every year...One workplace study or another releases survey results that show 70 percent or more of employees are disengaged at work.

Don’t look now — ecommerce has arrived!

That emergence of B2B ecommerce that you’ve heard so much about? It’s here, experts say, and if you’re not alert, it will pass you and your company by.

Certified in record time: a sales training success story

Late last year, Medtronic Surgical Innovations had a new product to sell that required the certification of more than 350 salespeople in North America with an aggressive timeline —  roughly 90 days.

Staying on point on screen

Is it better to sell face-to-face? Absolutely, says Doug Devitre. Whether your customer is an individual, a committee, or a group of decision makers, there is no better replacement for showing up in person. But that’s not always possible.

Platforms give single pane of glass visibility

When it comes to emerging sales technologies, a platform approach is a top criterion for success. According to Accenture’s Technology Vision 2016, you need personalized and flexible selling platforms to increase adoption by sales teams.

eLearning goes mobile

The eLearning Industry (elearningindustry.com) estimates the worldwide market for mobile learning products and services will reach $12.2 billion by 2017. The online corporate market is expected to grow by 13 percent per year up to 2017. Today, 77 percent of U.S.

Taming the technology tornado

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