The 11 Most-Deadly Sins in Sales & Marketing

By Neil Mahoney
Selling goes back to the days of Adam and Eve and the sales pitch made in the Garden of Eden. Selling is still very much with us, and will be with us come doomsday. Marketing, sad to say, is a relatively new discipline, and it’s already in decline.
Marketing is to business what G-2 is to the military—intelligence, strategy, and planning. It’s essential to creating strategies and programs that can be executed by the functions that report to it:

Time, Attention, and the 24-Hour Customer

By Adrian Ott

What Makes a Sales Organization Successful?

By Silvia Quintanilla, president, Industry Gems Sales Intelligence

Being in the business-to-business (B2B) sales profession for nearly 20 years has given me certain insights and revelations. I have seen first-hand how certain sales organizations thrive, while others languish.

The Power of LinkedIn

By Brian O'Neil

5 Sales Reports Every Sales Manager Should Be Reviewing

A good manager knows that the sales team can make or break their company. All other departments can be in sync, but without a strong sales staff and sales process, the revenue that pays employee wages can vanish. When it comes to the sales team, special attention must be given to ensure that the company paydays keep coming.

comScore Launches Social Media Monitoring

NSU Unveils Sales Institute and Program

Motivating Sales at Novo Nordisk

Consumers Notice Ads That Include Mobile Response

Some 60 percent of respondents have noticed an ad that allows a mobile response, and 39 percent have noticed at least one within the past week, according to U.S. Mobile Consumer Briefing, a monthly survey by The Mobile Marketing Association (MMA) ( and its official research partner, Luth Research (

Customer Portals that Deliver

Detecting Deception

Excerpt from “Liespotting” by Pamela Meyer, Copyright 2010, reprinted by permission of St. Martin’s Press, LLC

Chapter One: The Deception Epidemic

Customers 2015: Will YOU Be Ready?

By Michael Hinshaw, managing director, MCorp Consulting

Organizations are losing control over their customer experiences, altering the landscape of customer experience forever—yet those that understand and embrace this today will be closer to their customers than any competitor will in the years to come.

5 Ways to Win Back Lapsed Customers

By Jim Wehmann, vice president, global marketing, Digital River

Marketing Needs to Lend Sales a Hand With Lead Qualification

By Mike Drohan, president, Lead Generation Solutions

Give Away

Excerpt from “Getting NAKED: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty” (Jossey-Bass) by Patrick Lencioni


“Ram Transport is a trucking company, one of the top ten in the country, I think. We’re meeting with the CEO and the head of operations.”

“What kind of revenue do they do?”