Telling Your Customer’s Story

Companies have been talking about sales enablement for some time now, but in many ways the definition remains open for interpretation.

Why Marketing-Generated Leads Die on the Vine

Not long ago, I was talking to the marketing director of a mid-sized manufacturing client about leads. He explained that his company’s biggest problem lay on the sales side: “We pass off hundreds of great leads to sales and they never follow up on them,” he complained.

A Trout, a Salmon and a Case for Practice

Baseball pundits have long hailed Angels outfielder Mike Trout as a “natural.” He entered the league at 19 and by 23, Trout had appe

Technophobia: A Luxury That Sales and Marketing Managers Can’t Afford

The villain of the “Terminator”series isn’t the Terminator; it’s Skynet, the evil computer. It’s the same in 2001: A Space Odyssey, Harlan Ellison’s I Have No Mouth and I Must Scream, and countless others.

Quick Fixes for a More User-Friendly Website

As a 24/7 salesman, your website has the potential to be your most powerful asset and the centerpiece of your marketing efforts. But rapidly changing technology can make your website feel old and outdated.

Why do Smart Salespeople Make Such Stupid Mistakes?

When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of my best lessons in business.

Demand vs. Lead Generation

4 Steps to Plug Productivity Leaks

Everyone is looking for ways to boost productivity and make the most of their time. The New York Times even reported that some young workers are abusing stimulants normally used to treat A.D.H.D.

You Don’t Have a Customer if You Don’t Have Non-Customers

Find me a team that is having trouble with marketing and it’s a safe bet they are struggling with who their customers are and why those people should do business with them, says Jim Gray, an insightful if minimalistic blogger on all things marketing at

The Allure of Incentive Travel

7 Psychological Triggers That Will Put Your Sales Goal in Reach

Few things are more frustrating for a salesperson than an invisible wall. You can have a great track record, a way with words, a dapper appearance, and a charming personality — but that will only take you so far.

Age of Unified Communications (UC) and Your CRM

Any salesperson knows how important it is for a business to have access to the right tools and the most useful data to carry out their role efficiently.

4 Ways to Enhance the Marketability of Your Degree in Business

Finance and business are probably the most popular fields of practice when it comes to education. Many people flock to universities to complete courses in finance, accounting, business administration and related fields.

The 360 brand

In my strategy workshops I often ask the seemingly simple question, “What is a brand?” The answers I get are usually focuse

Developing an Effective Sales Force in Today’s Complex Environment

“In most business models, the sales department is fixated on selling. The problem with this approach is that people no longer want to be sold.”

-- The Modern Face of Sales by Humpus Jakobbson