A Wholesaler’s Guide to Preparing for Black Friday

Black Friday is the unofficial start to the most important time of the year for retailers – the holiday shopping season. For wholesalers, it is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.

How to Build Relationships at Every Stage of the Customer Journey

Sales is ultimately a matter of building trust and developing relationships with customers – and it’s never too early to start.

Converting digital assets to sales

Technology has dramatically shifted the research and selection process by customers, who now expect a fast response and relevant content delivered, how they want it and at every stage of the sales engagement process.

Distractions May Help You Be More Productive

We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is

The Hidden Knowledge in Your UC System

In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like Salesforce.com or SugarCRM).

We’ve Got the Whole World In Our Handhelds

A mobile device is a salesperson’s best friend, but before your salesperson gets overwhelmed and distracted by a million non-relevant items accessible on their mobile devices, there are ways to streamline and focus the world of information so that the most pertinent and relevant sales assets are

Robots Can’t Close

To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates.

Is your customer contact a group hug?

The Holy Grail of Content Marketing – and When to Recommend It

With much of the business world abuzz about content marketing, smart marketers are taking stock of opportunities for their clients to use the power of story to convey a message and build stronger brands.

3 Reasons Why Millennials are the Best Sales Reps Ever

If you haven’t heard, Millennials have overtaken Baby Boomers in the workplace for the first time. And with this takeover has come an obvious and inevitable shift in how, when and where employees work.

How to Assemble an All-Star Sales Team

What makes a great sales team? There’s no real consensus. Some say charm; others cite instinct. In some quarters, it’s even thought that greatness only results from years of experience on the frontline.

The Science of Compelling Presentations

What makes a presentation compelling? Why does presenting a product or service one way reduce the likelihood of the sale, while presenting the same product or service in another way increase the probability of the purchase?

What My Neighbor’s Dog Taught Me About Sales Enablement

A few years ago, my two children and I really wanted a dog.  However, my wife was dead-set against getting one. So since our house is a democracy, except that my wife gets four votes, she outvoted us and we did not get a dog.

Make a Great Impression at Every Stage of the Customer Journey

Companies typically give a lot of thought to how they’ll make a positive first impression with customers.

5 Pricing Mistakes to Avoid

The influx of new sales enablement softwareoptions has completely changed the way sales teams operate, eliminating many disconnections in the sales process. But even with this newfound efficiency, there’s one thing sales still needs to ensure buyers act: a good pricing strategy.

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