Beyond Static, One-Time Training Events

It wasn’t that long ago that a new sales rep joining Ethicon– a world leader in the manufacturing of surgical devices – would go through a training program that looked something like this: The rep would travel to Cincinnati, spend eight weeks attending classes to learn about the human anatomy, me

The Best Stories Sell

We have all endured presentations where the information being delivered was dry, boring and tedious. We sit there and daydream, disengaging from the speaker and wishing for the show to end – or for the courage to get up and leave before the end.

B2B Sales Still Needs A Human Touch

We can easily get lost among the sexy, disruptive and company-changing analytics, automation, customer-driven content exploration and social selling tools that seek to own sales today. As both a heavy tech user and, previously, a software developer, all that innovation does excite me.

Sales Professionals Need Connectivity to Succeed

Today’s sales professionals are expected to negotiate, close and complete deals while traveling as easily as they can when they are in the office. That was the promise that came first with laptops, then smartphones and now the cloud.

The Five-Part Sanity Check

It’s astounding how much leeway salespeople are given in how they go about making calls and making their numbers each year. In many companies, selling is considered more an art than a science. Sales calls are as unique as snowflakes.

Predictive Analytics as an Engine of Research and Development with New Product Launches

Predictive analytics has been top-of-mind for marketers over the past several years. Yet, when it comes to innovation, there is often a lack of clarity on how exactly predictive science can fuel success of new product concepts.

Newfangled Tips for an Old-School Tactic

Do Great Salespeople Make Great Managers?

Companies are always on the lookout for their next top sales managers, and grooming new talent for a future in management is a constant preoccupation for sales leaders.

7 Secrets of Success in Sales

If you are a millennial searching for potential career opportunities, or a more seasoned professional seeking a mid-career change, you may want to consider a career in sales. Not because it’s easy ‒ it’s not.

Are You Ready for Machine Learning?

In this era of Big Data, we’re inundated with messages to use data to drive personalized and predictive experiences for customers.

The Allure of Doing Nothing

In a joint study on decision making, research psychologists Irving Janis and Leon Mann describe a wartime phenomenon called the “old sergeant syndrome” — when infantry on the frontlines, having witnessed the deaths of many comrades, are known to actually delay making decisions that might protect

How to Utilize Video in Your Sales Strategy

Content is no longer exclusive to the marketer’s toolkit. There is a common need for good content to support both marketing and sales goals; content that spurs engagement, drives conversion and meets the needs of your customers. 

The millennial B2B buyer can’t be ignored

6 Reasons Why Online B2B Advertising Is Important

It’s no secret that modern marketing campaigns rarely launch without being accompanied by a major online advertising push. The positions of digital marketer and social media manager have become standard at just about every large American company.

The question is: why?

Drones, geofences and wireless charging stations

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