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October 31, 2014 12:00 AM
UnSelling is what happens when you understand the humanity of your market, produce a quality product and create experiences that lead to trusted referrals. UnSelling means stepping back from the funnel and focusing on everything else but the sale.
October 30, 2014 03:26 PM
Eleanor Roosevelt wrote, “You must do the thing you think you cannot do.” While she was encouraging personal boldness, the message is also applicable to corporate life. Courage pays off. 
October 30, 2014 04:10 PM
When Time Warner Cable decided to turn its local cable payment centers into full-blown retail stores, more than the stores needed renovating. The company put its customer service employees through a sales training program, provided ongoing coaching and transitioned them from hourly wage workers to salaried with a commission.
October 30, 2014 03:19 PM
If the health of an industry’s trade shows are a reflection of the strength of the industry itself — and that only makes sense — then incentive travel and offsite meetings are in an enviable position. The fourth edition of IMEX America’s, the largest trade show in the U.S. for incentive travel, meetings and events, was its biggest ever, with growth in all key areas.
October 30, 2014 03:21 PM
Guests attending meetings — and those running them — want to have control over technology in a hotel’s meeting space. This do-it-yourself trend has encouraged some hoteliers to reevaluate the design, layout and technology each property offers, according to a report by Hotel News Now (
October 30, 2014 03:24 PM
October 30, 2014 04:09 PM
Highlighting our irrational selves is part of what behavioral economists do. Their studies show human beings are inconsistent in the way we deal with money. We’ll drive across town to save $20 on a $50 slow cooker, but wouldn’t budge from the couch to save $20 on a $5,000 television. (It’s still $20 isn’t it?) This irrationality is predictable and, fortunately, can be used to positively influence our motivations, decision making and behaviors.
October 30, 2014 04:20 PM
October 30, 2014 03:31 PM
Procrastinators rejoice! There’s still time to take care of your top performers and key clients without revealing your lack of planning. These corporate gift suppliers are ready to rock your recipients’ holidays. Chic phone charger
October 30, 2014 10:49 AM
The single biggest problem contributing to lack of new business development is the hybrid hunter/farmer sales role, says Mike Weinberg ( “This issue is big and hairy, and there isn’t a simple fix or canned solution,” he says.
October 30, 2014 10:47 AM
Webinars are powerful tools for B2B marketers to connect and engage with potential and existing customers. But many B2B marketers struggle with webinars because they don’t know all the necessary steps to increase their webinar program success. RingLead (, providers of data quality tools for automated marketing, and Heinz Marketing (, offer these four tips for effective B2B webinars:
October 30, 2014 10:46 AM
In sports, scrimmages are a respite from squat thrusts, windmills or other mundane (but necessary) practice activities. Scrimmaging is as close to a real game as you can get without the hoopla. Dianna Booher, CEO of Booher Research Institute (, encourages managers to “scrimmage” at work.
October 30, 2014 11:00 AM
In this era of relentless commoditization, some sales organizations approach “value co-creation” and “collaborative partnerships” with customers as lofty goals, likely unattainable and therefore unthinkable.
October 30, 2014 04:08 PM
Are you wrestling with a logjam of middle performers who don’t seem to respond to your incentive programs? It may be time to get to know yourself better.
October 30, 2014 04:18 PM
Memorable gifts Omaha Steaks are the perfect gift for loyal customers and hard-working employees. The corporate gift guide offers a variety of exclusive packages from famous steaks, seafood, poultry and desserts. You will find gourmet options for everyone on your list! For more details, contact Omaha Steaks B2B at 800-228-2480 or email, or visit
October 30, 2014 10:43 AM
Victor Lipman, who writes on management for and Psychology Today, recently asked readers to share their thoughts on why employee recognition is such a pain point at many companies. “Not surprisingly, they responded abundantly and thoughtfully, bringing up numerous points I hadn’t considered,” he said. Here is a sampling:
October 27, 2014 07:57 AM
As an increasing percentage of consumer and business-to-business purchasing decisions and sales transactions are made on ecommerce platforms, it’s understandable that company leaders might wonder, “Do salespeople still matter?” After all, these days, customers can go online to view product photos or service demonstrations. They can access price lists and delivery and scheduling options. Do they still need to talk to a salesperson?
October 24, 2014 07:57 AM
In life, subtle conscious and unconscious decisions often have a profound impact. In business, one such decision is accepting “no” too quickly when in reality it’s the wrong decision for both parties. “No” can have multiple meanings from “No, not today” or “No, I am not sure” to “No, I am not the decision maker.”
October 23, 2014 05:56 AM
As we stare down the end of 2014, does this story sound familiar? Going into the fourth quarter, a division of a large company had the chance to meet annual sales of $300M for the first time. In December, the SVP of sales told everyone to do “whatever was necessary” to achieve that number. They succeeded. At the kickoff meeting the entire sales staff received plaques with $308,000,000 proudly displayed.
October 20, 2014 12:00 AM
The big thing in many marketing departments is to create personas — fictional characters that embody all the traits of your prospects. These personas have names, demographic and psychographic attributes, plus a detailed look at their key performance indicators.
October 16, 2014 12:00 AM
The traditional model of lifetime employment, so well-suited to periods of relative stability, is too rigid for today’s networked age, Reid Hoffman, cofounder of LinkedIn and two co-authors state in “The Alliance: Managing Talent in the Networked Age” (Harvard Business Review Press). They promote a new employment framework — an alliance based on how they can add value to each other. “Employers need to tell their employees, ‘Help make our company more valuable and we’ll make you more valuable.’ ”
October 15, 2014 09:04 AM
As people who believe selling can and should be an honorable profession, it is discouraging to realize that the perceptions of salespeople haven’t improved much over the last 50 years. Perhaps this explains why recent changes in the selling landscape are in response to new buying behaviors. This presents a challenge to sales organizations. Those that can better align with these new buying approaches will enjoy a sustainable, competitive advantage.
October 14, 2014 12:00 AM
In his new book “Summit: Reach Your Peak and Elevate Your Customers’ Experience,” F. Scott Addis, an experienced business executive and recent Inc.“Entrepreneur of the Year” finalist, ties business success to elevating the customer experience. He offers these recommendations and key differentiators:
October 13, 2014 08:00 AM
No matter the product, service or industry, mission or corporate philosophy, nearly every business is bottom line-driven. And, there is no shortage of ingenuity as to how companies try to glean more profit out of existing processes. Every so often, a new technology emerges that radically changes the productivity landscape and industry’s related profitability potential in kind. Some notable advancements, of course, have included the assembly line, telephone, fax machine and the Internet.
October 10, 2014 12:00 AM
Strategies to improve salesforce effectiveness have historically come from two sources: consultancies and internal analytics groups doing manual analysis. The approach to optimizing salesforce effectiveness is now undergoing a paradigm shift, as innovative organizations internalize a rigorous and consistent process for using advanced data analytics. To effectively leverage advanced analytics, organizations need to have three kinds of tools: