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May 18, 2015 12:00 AM
The benefit of eliminating the trivial many from your work schedule is that it leaves room for the most important tasks. For sales, few things are more critical to long-term success than getting out into the field and learning about your customers’ businesses. Greg McKeown offers an example in his book, "Essentialism: The Disciplined Pursuit of Less," from the non-sales world that exemplifies how frontline reconnaissance can pay off by providing new perspectives.
May 15, 2015 06:03 AM
As the founder and CEO of, an online platform that helps companies hire great employees and candidates find jobs that they love, I’m tasked with evaluating and implementing the right tools for my team. Recently I decided to kick my CRM to the curb in the hopes of finding one that better suited my company’s specific needs. I started my search and quickly realized there are quite literally hundreds of CRM tools out there. It quickly became overwhelming deciding which would best meet my needs.
May 12, 2015 12:00 AM
In a business’s life cycle, everything from attracting and retaining customers to meeting and beating prices can get in the way of long-term success. But a recent survey by the Corporation for Enterprise Development throws another factor into the mix that affects vendors in a big way: cash flow.
May 11, 2015 12:00 AM
I’m sorry to say – but most sales and marketing leaders on LinkedIn do not have a strategy. They have a shopping list of tactics that need to be completed. But, there’s no cohesive strategy.
May 6, 2015 01:44 PM
Lead generation…lead generation…lead generation. In terms of what’s on marketer’s minds, it’s numero uno. If it’s not, it should be, says Jason Stegent, the founder and president of Elastic Solutions (, a provider of strategic marketing solutions. In a recent blog post, he offered three reasons why lead-gen programs fail:
May 6, 2015 02:07 PM
Understanding who attends an event you sponsor and aligning your overall business strategy and goals with organizers is crucial to getting your message to attendees. Carefully selecting an event you participate in can provide great rewards for your business, including brand engagement and awareness, targeted marketing that connects you with a specific audience and it can also strengthen a company’s commitment to a cause.
May 6, 2015 02:05 PM
Leaders from all aspects of the meetings and events industry celebrated the first North American Meetings Industry Day (NAMID) on April 16. To mark the occasion, the Incentive Research Foundation compiled seven quick, important incentive travel stats that every incentive travel planner, manager and executive should know. 1. 46% of U.S. businesses use incentive travel. 2. U.S. businesses spend $22.5 billion annually on incentive travel, with the bulk of that spend used on sales incentive programs.
May 6, 2015 03:32 PM
“Sometimes abundance is just another word for burden.And it’s crucial for our success and satisfaction that we learn to spot the difference.” That was one takeaway that Michael Hyatt, a leadership coach and best-selling business book author, says he learned from “Essentialism.”
May 6, 2015 01:20 PM
Holding employees accountable is the key to getting the results leaders want, right? Not so fast, says Anne Grady (, author, corporate leadership expert and a consultant on personal and organizational transformation. Most people want to do the right things and feel successful, Grady says. Often the problem lies in getting clear around expectations.
May 6, 2015 01:37 PM
The continued emergence of content marketing done well is vital for B2B marketers given the amount of education buyers are conducting on their own before they identify themselves as prospects. It’s important to remember, however, that content marketing is not about selling your company, your products or your services — unless it is, says David Kirkpatrick in a recent MarketingSherpa blog post.
May 6, 2015 03:26 PM
May 6, 2015 01:22 PM
Live tweeting events is a great opportunity to build an audience of targeted followers and increase influence in your industry. For starters, live tweeting is an effective means of gaining new followers. To do this, your Twitter profile needs to resonate with event attendees who are also tracking the event hashtag.
May 6, 2015 03:55 PM
Ken Schmidt participated in one of the most celebrated turnarounds in corporate history. The longtime motorcycle enthusiast’s association with Harley-Davidson Motor Company began in 1985, when he was asked to work with the then-struggling manufacturer to help restore the company’s image and create demand for its motorcycles.
May 6, 2015 01:19 PM
Unfortunately, “Glengarry” and most other films that vie for top-10 status — “Wall Street,” “Tin Men,” “Boiler Room” —  portray salespeople as not-so-likeable. Chalk that up to the need to sell tickets. The movie buffs at Velocify (, a provider of sales automation software, put a positive spin on sales as depicted on the silver screen by developing an infographic of useful takeaways from some of Hollywood’s most memorable sales moments.
May 6, 2015 01:53 PM
May 6, 2015 01:31 PM
In the new book “A Curious Mind: The Secret to a Bigger Life,” Hollywood producer Brian Grazer (“Apollo 13” and “A Beautiful Mind” to name just two of his movies) and co-writer, Charles Fishman, explore the joys of curiosity and its power to transform lives. Long before he became one of Hollywood’s most successful producers, Grazer was creating opportunities to meet and ask questions of people who, at the time, were well above his pay grade.
May 6, 2015 01:40 PM
If a marketing campaign lands in a forest and there’s no one there to hear it, does it make a sound? Today’s organizations arm their sales and marketing teams with customer data, engage their frontline employees, and still launch marketing campaigns that fall flat. With all the resources and technology available, why does this happen? Probably because too many organizations are focused on getting their messages in front of prospective customers.
May 6, 2015 03:23 PM
Time on your side
May 6, 2015 01:35 PM
A so-called selling “best practice” is actually creating the perception that you are a commodity, according to new research.
May 6, 2015 01:26 PM
Getting B2B marketers to think of content marketing as a useful tool with real ROI has been a challenge, but some of those who work and monitor the content marketing world are beginning to sense a significant shift.
May 6, 2015 03:40 PM
A new study by the Incentive Research Foundation ( notes that retaining top performers and preparing them to take over the reins during the next decade is a top priority for most organizations. A crucial part of that process will involve merchandise and gift card programs that inspire and connect with these future leaders, keeping them happy, productive and engaged.
May 6, 2015 01:24 PM
Shortly after Fortunemagazine released this year’s list of the 100 best companies to work for (its 18th year of partnering with workplace consultant Great Place to Work on the top 100 roster), the founder of Gravity Payments, a small Seattle-based credit card processing firm, announced that the minimum salary for each of the company’s 120 employees would be raised to $70,000 annually within the next three years.
May 6, 2015 01:46 PM
May 6, 2015 03:29 PM
Summer is upon us, yet more than 40 percent of adult Americans are expected once again to not use all of their paid time off. Many more say they are getting away from work, but stay tethered to their phones and devices, working part time while their kids and spouses actually relax.
May 6, 2015 01:50 PM
On April 21, Google flipped the switch on its latest algorithm change and companies whose websites best cater to mobile users began earning the most visibility from the search engine giant. Mobile usability has always been a factor in Google’s search algorithm. Until now, however, many businesses, including the majority of Fortune 500 companies, had postponed optimizing their sites for mobile without suffering major consequences.