3 non-sales metrics to measure your sales team

If you wait to judge success on whether or not there is a sale, you’re already too late. Focusing on metrics other than sales revenue will allow your sales team to focus more on the process of conducting each sale rather than solely closing the deal.

A knowledge gap crisis

Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. We thought there was a gap in training for B2B sales managers, but quickly discovered that “gap” is actually a canyon (hence the cover image).

Why Product-Agnostic Content Wins in B2B Marketing

Effective content marketing doesn't contain a sales pitch, and doesn't need to mention your brand except as the source of the content.

10 Ways to Build Customer Loyalty and Trust

You already know it's more cost-effective to keep a current customer than find a new one. These 10 steps will help create a customer-first culture that goes a long way toward convincing customers to stay with you for life.

Digital Commerce Strategies that Every Brand Should Watch

Consumers today are spoilt for choice when it comes to shopping, and the e-commerce marketing landscape is constantly shifting. You need a dedicated marketing strategy to convert your target customers into buyers. Here are a few digital marketing strategies your brand should be focusing on.

Unleashing the Power of Frontline Sales Management

Studies show that effective frontline sales management makes a significant difference in revenue. So why don't more companies pay attention to it?

From KPIs to Marketing Accountability: How Marketing Directors Use Analytics

To gain actionable insights into marketing performance and the expected impact of future investments our analytics must evolve.

15 Phrases You Should Always Avoid Communicating with Clients

Words and phrases that commonly make it into our casual conversations have no place in business communications. Are any of these phrases to avoid showing up in your customer interactions?

Headlines and Taglines Make Content Marketing More Effective

Promotional website or blog content really has to be catchy. It starts with an attention-grabbing headline, but it doesn't end there.

The No. 1 Skill Top Salespeople Must Master

Being articulate and being a good listener are two skills that are important for salespeople to be successful, but there is one skill that is even more important to master.

The Race for AI-Driven Sales Success Starts Now

The sales function is uniquely well-suited to be transformed by AI tools. It is already changing the way sales operates and will continue to transform the sales function in three important ways.

How Small and Medium-Sized Businesses Can Use Salesforce to Keep Up with Large Enterprises

Salesforce offers small businesses the capabilities of an enterprise-level CRM. Small and medium-sized businesses should utilize specific aspects of the software to help them acquire and retain customers, as well as boost sales and manage contacts.

How To Succeed In Upstream Marketing

Upstream marketing involves expanding the scope of your product or offering to cater to what your customers want in addition to what you already serve them.

Sell Slower

Sales is like cooking. You can serve fast food at fast-food prices, but it’s a tough way to make a living. If you want to serve a gourmet meal, however, it takes time to prepare it right.

Managers Who Call the Shots On B2B Gift Card Use Love Their Flexibility and Ease of Administration

Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts.