Mixing Phone Conversations With Social Listening for B2B Sales Success

The cold call is not dead, but it is living and breathing differently as social platforms become more important. Here are the top four ways to integrate traditional and modern-day sales approaches to effectively and efficiently reach decision-makers and drive more sales.

Juuust right incentives

Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot.  Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right.
ONLINE BONUS ARTICLE:  Calculating the ‘Just Right’ Value for Incentives

4 Ways to Use Insights for More Effective ABM

As a marketer, you'll get more mileage from your materials by employing ABM to court many similar accounts rather than just one. The insights gained from one company give you a peek into what makes competing companies tick and how to best appeal to them.

Setting Your Strategic Direction

Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

Three Ways AI And Sales Analytics Work Together

While a salesperson’s intuition is still key, artificial intelligenceI is leveraged to provide more convincing insights to empower sales teams to close deals faster than ever before. Here are three use-cases in which AI and sales analytics can work together today

Calculating the ‘Just Right’ Value for Incentives

Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.

With a transient workforce is there still team spirit?

Recently I was asked to attend a manufacturer’s sales meeting. And as I sat there I felt like Bill Murray in the movie “Groundhog Day.”

How to Enable Sales Reps to Win Over the C-Suite

C-level pitches are nerve rattling and require a different approach, preparation and mindset. But, they are also crucial for long-term sales success and for bigger, more lucrative deals. Here are some key insights for selling to C-level executives.

The Bonding Power of Travel

As the former chair and CEO of the global hotel and travel company Carlson, Marilyn Carlson Nelson has spent a lifetime helping companies enhance relationships with employees and clients through incentive travel experiences. We spoke with her recently about the power of travel to build strong bonds. A lot has changed in the travel industry over the past several decades, but Carlson says in many ways, the more things change, the more they stay the same.

Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

If you’re a salesperson, you know exactly what the “Amazon Effect” is – and how it feels when a competitor sweeps in and steals your business. To counter this macro change in buyer behavior, companies that rely on B2B sales are re-engineering their revenue supply chain. As with any supply chain, the trick to optimizing it is finding the constraints and removing them

How To Track and Validate Website Sales Leads By Marketing Channel

Online marketers should have every little scrap of data they can find when overhauling or fine-tuning their lead generation websites. There are times when the information they’re missing can be more important than the information they have.

Tech Brainpower at Your Fingertips

Testing and launching your brilliant ideas
Are you that business pro who just thought of this incredible way to get a load of new business?

The Other Second Cities

Team meetings provide great bonding moments, and I have enjoyed business travel with colleagues in Chicago, Miami, Las Vegas and New York. I have not been able to make recent events in San Antonio, Nashville and New Orleans, and that’s disappointing. These so-called second-tier cities offer unique experiences...

Get Clear On Your Vision, Get Clear On Your Sales

A powerful vision is both a compass and a rudder for sales and marketing teams. Yet it's shocking how many marketers and salespeople cannot answer the simple question, "Why does your business exist?"

4 Ways to Succeed in Sales Forecasting

Sales leaders admit that accurate and efficient sales forecasting is fundamental to making good business decisions. Here are four ways to get your company on-track to successful forecasting.