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.

Will You Hit Your 2015 Revenue Target?

The way people are buying has changed selling. Although face-to-face meetings often seal a million-dollar deal, most relationships are built through emails, phone calls and online demos, rather than dinners, conferences and golf games.

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.