The Challenge Sale Can Be Mistimed

A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results.

Creating an Account Plan for Any Sales Organization: 5 Components that Help Plans Succeed

Account planning brings together critical information about your customer, your competitors and your strategy to win business. All sales organizations can leverage the following five imperatives as landmarks on their path to long-term account planning success and more predictable revenue growth.

3 Lessons on How to Growth-Hack Like a Pro

Nascent companies, without adequate budget to compete against established brands in traditional marketing channels, must embrace unconventional tactics to build product/market fit and eventually achieve mass user adoption. While there is no right or wrong way to execute a growth hack, here are three business-tested lessons.

Understand Staff Personas to Improve Productivity

Just as sales has become more consultative or customer-centric, sales management must become more individualized or employee-centric. How can you motivate your protégés to get what they want from their job if you don’t know what they want?

Marketers Just Want To Market: Here’s How

Strategic marketers today must balance the right brain that controls creativity and intuition and the left brain that processes information logically and analytically. There is increasing teeth-gnashing among marketers that the methodical, mathematically-oriented aspects of the job are getting too much focus at the expense of the core fun of marketing.

10 Incentive Travel Facts You Can Put To Good Use

On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). GMID events were held across the globe to demonstrate the measurable impact that meetings have on businesses, economies and communities.

Tips for Communicating Effectively with Sales Teams

A creative and consistent approach to sales team communication is important to ensure your sales team remains connected to your organization, motivated and producing measurable results. Here are some tips for communicating effectively with sales teams.

Take your competitors’ clients (It isn’t stealing if you earn their business)

Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. One philosophy Buffett has espoused for years is the idea of investing in companies that have an “economic moat” — a long-term competitive advantage that allows a company to earn oversized profits over time.

Rethink What You Sell – From Product to Transformation

Most companies think they sell a product. To transcend the transactional, your company must expand the way it conceives of what it sells.

Making the “Mobile-First” Vision a Reality

Mobile-first mandates are taking sales and marketing organizations by storm. Yet too often, “go mobile” directives from the top get stalled in the execution phase. Teams are overwhelmed with the possibilities, unsure how to get started and where to apply mobile for the biggest impact. Chances are you know the “why” – but what about the elusive “how?”

5 Ways to Jump Start Social Selling

To effectively jump start social selling, key stakeholders and sales staff will need to do more than just be present online. They must become brand advocates and champions while also serving as thought leaders in their communities. Here are five straightforward tips to help power up your brand's social selling strategy.

How A Career In Umpiring Helped Me Develop My Sales Strike Zone

In my previous life as a baseball umpire, I learned a lot of valuable lessons about management, diplomacy, and the need for honesty, accuracy and clear thinking in a fast-moving environment. Here are nine sales and business development lessons I learned from a 22-year career behind the plate.

How Your Company Can Benefit from Cloud CPQ Software

Sometimes it seems as if the whole point of technology is just to replace other technology. Better, smarter machines increase the pace of life, which requires even better, even smarter machines, and so on. The sales process too has been drastically affected.

Account Based Marketing for Lead Development Quality, Not Quantity

Account-based marketing (ABM) is the most-talked-about strategy in B2B sales, yet it's been around forever. What is making this long-used technique innovative?

CDM: The New Sales Holy Grail

Cloud computing has been perhaps the greatest catalyst behind companies’ efforts to rapidly scale and move into the digital era. Cloud computing has enabled this transition by spurring an exponential increase in the number of channel partners successfully reselling your products.