Creating Personalized Global Content for Your Prospects and Customers

Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient – especially when you consider that 95 percent of the world’s consumers and 80 percent of the worl

A Story That’s Long Overdue

This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together.

Want More Sales? Then Impress The Top Buyers

Corporate buyers are a force to be reckoned with, commercial king makers, with the power to award huge multimillion dollar contracts. So shouldn’t salespeople be doing everything in their power to impress them?

How to Leverage the Power of Video for Sales and Marketing Synergy

In today’s increasingly digital landscape, organizations are more distributed and mobile than ever before. But, in the case of sales and marketing, mobility can sometimes bring a disconnect and impede collaboration within and between teams.

Coaching Tips for Winning the Email Marketing Game

How Deal Desks Are Making Sales Teams Stronger

“We are difficult to do business with,” a sales executive at a large technology company said recently. “Between information security, pricing, and the contract we would collapse if we did not have a deal desk.

Giving It to Them Straight: 360-Degree Feedback for Your Sales Team

Once upon a time there was a salesman. He worked hard every day and, as long as he met or beat his targets, very few questions were asked about the methods he used. Unsurprisingly, this allowed (if not encouraged) dubious practices amongst some in his profession.

How Mobile Is Driving the Future of Field Sales

No one likes paperwork, not least salespeople who want to spend their time meeting customers and selling rather than typing up reports. This is particularly true for sales representatives in the field, who have traditionally viewed updating the CRM system as wasted time.

The gender flap

Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn’t make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue’s cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.

‘Shark Tank’ Follows Our Lead on Extreme Sandbox

Back when he was entertaining viewers with his parody of a conservative TV talk show host on The Colbert Report, Stephen Colbert frequently crowed about the “Colbert Bump” – the increase in popularity that guests on the show enjoyed after appearing on the show.

What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team.

Getting Out of the Sales Prevention Business

All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business?

The Tyranny of No Decision

The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be that your customer never makes a decision at all. We call it the tyranny of no decision.

Measuring Channel Marketing ROI is Easier With the Right Tools

"Half the money I spend on advertising is wasted; the trouble is, I don't know which half."
John Wanamaker, marketing pioneer, merchant, and creator of the “money back guarantee” in 1862

Do Questions Still Matter?

“Ask questions and listen; after all, you have two ears and one mouth — use them in proportion.”

Pages