It’s Not Your PowerPoint, It’s You

PowerPoint was originally created to improve and enhance presentations. With over 30 million PowerPoint presentations made each day, it has evolved into the default mode of all business communications. Ironically, with its success comes major pitfalls. PowerPoint often undermines the presenter and the product or service she is selling.

Not Just For Kids: How Gamification Can Help Fill Your Channel Pipeline

Gamification has become a popular method of improving sales because it works. Putting measurement devices such as leader boards, point totals, and scorecards in places where they are typically not found has been shown to improve performance. As Paul Graham of Y Combinator notes, “Merely measuring something has an uncanny tendency to improve it.”

How to Make B2B Data an ROI Catalyst

More than ever, marketing departments are feeling pressure from CEOs and sales vice presidents to prove the return on considerable marketing investments. Producing attention-capturing campaigns doesn’t cut it anymore without an ROI.
Where does that leave you? Probably in a position similar to that of Michael Troiano, CMO of Actifio.

Why You Can’t Afford to Keep Sales and Marketing in Silos

As Frank Sinatra crooned, as far as love and marriage are concerned, you can’t have one without the other. It turns out the same holds true for marketing and sales — though even Ol’ Blue Eyes would have had a hard time writing a rhyming ditty around that pair of words.

7 Personalization Principles to Create Exceptional Sales and Marketing Experiences

Whether you are a business leader or individual contributor, figuring out how to keep your value proposition relevant in a growing era of technology (robots, kiosks, apps, etc.)is going to be critical for ongoing survival.

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. Intermittently, snippets of recent prospect and client conversations interject.

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. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work.

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. In other words, more and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle.

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 sales organization has been influenced by technology available to customers, which has drastically increased the amount of information accessible to buyers to help them with purchasing decisions.

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. For one thing, it’s hard to precisely measure the difference. Is it 2X, 3X or 5X instead?

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. We’ve spoken to companies who are seeing an ever-increasing percentage of their consumer reward points going to gift cards, and recently have seen a huge increase in the demand for digital product.

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 consultant. On his entertaining and informative blog, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.

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. The most recent research by Gallup shows that employee engagement is strongly connected to business outcomes essential to an organization’s financial success, such as productivity, profitability and customer engagement.

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.
“You can easily streamline your B2B sales by NOT implementing a B2B ecommerce model. Your competitors will take care of the orders for you!” tweeted Brian Massey, cofounder of website optimization company Conversion Sciences.

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