E-commerce isn’t just a B2C thing

The B2B e-commerce market is growing rapidly. Forrester predicts it will reach $1.8 trillion by 2023, accounting for roughly 17% of all B2B sales in the U.S.

Management isn’t learned by osmosis

The transition from salesperson to manager is neither easy nor natural for most people. Most newly promoted managers haven’t recruited, coached, energized and retained a team of salespeople. Even those who excelled in sales may lack the critical competencies that are essential to effective management.

The future of B2B sales: lean and in teams

What will sales divisions look like in the future? With increased competition, the rapidly expanding role of technology in the sales process, and factors such as digitalization impacting every step of the process, sales transformation specialists at Simon-Kucher & Partners predict:

Enough optimizing and adding value

Buzzwords are a marketer’s kryptonite. Few things cause a target audience to check out quicker. Dom Nicastro, a staff reporter at CMSWire, recently cautioned to steer clear of these buzzwords:

Health powers everything else

Full disclosure: The closest I’ve ever been to holding a true sales job was peddling the Denver Post around my neighborhood (literally) as a teen-ager. Thus, my role as editor of this magazine for more than 15 years has been finding sales and marketing professionals who will share their insights with our readers, whether that’s through an article they write themselves or an interview with me.

Sales Pitch Ideas for Your Next Meeting

Sales meetings are too important to become just another item on the "to do" list. Here are five topics you can address in upcoming sales meetings that can create real positive change and positively impact bottom line results.

How to Prevent Turnover on Your Sales Team

If your team struggles with retention, you’re not alone — but you don't have to keep operating like this. Take the following steps to help reduce the turnover in your sales department.

Empower Your Sales Team to Close the Deal With Video

Video marketing is one of the simplest ways to bring human connection back into the sales process without swapping your short sales cycle for a longer one. Here are some tips to get started.

How Sales Specialists Help Reach Your Customers

The days of the sales generalist are over. We need to build specialist functions and individual capabilities that will allow us to effectively and efficiently engage with the customer at each stage of the customer-driven sales model.

How Sales Engagement Solves 7 Major Business Pain Points

The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. Here are seven major business pain points solved by sales engagement.

Experiences Edge Out Stuff for Relationship-Building

When it comes to rewarding top performers, numerous studies show that experiences have an edge over material gifts in terms of memorability and strengthening the relationship between the giver and the recipient.

What Makes the Best Teams Tick?

Almost everyone is part of a team these days, so knowing how to get the most out of your team can mean a lot to your performance and to those on the team.

Is There A Place For Anger In Management?

Can anger as a management style be anything but destructive?

3 Signs It’s Time for Your Business to Embrace the Subscription Model

Subscription models are being adopted by an increasing variety of businesses. Is it time for you to take the leap?

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

The acquisition was the easy part. Getting disparate sales teams on the same page was another matter altogether. The journey wasn’t easy, but along the way, we avoided common missteps and forged common bonds. And in the end, we created a whole greater than the sum of its parts.

Pages