Negotiating a B2B Sale? Be Proactive versus Reactive

Proactivity is essential in B2B sales. Taking the time to understand the landscape and key buyers can help illuminate unmet needs and gaps. It starts with a single question.

Never Mind the Bollocks, Start Saying What You Mean

The Sex Pistols wrote lyrics that were direct and forthright. They didn’t leave anything unsaid. Today's marketers could learn a lot from them.

Misconceptions About Outsourcing In Emerging Markets

Outsourcing in emerging markets is among the smartest business decision any company can make, yet misconceptions about this persist because they go unchallenged.

4 Steps for Getting More Out of CRM Data

Data has become one of the most useful tools for both marketers and sales, but the two teams often don’t share this information or optimize it to help each other’s performance. Customers don’t see the buying process as divided between marketing and sales, so why should your company?

5 Ways to Deliver a Truly Impactful Sales Kickoff

Many companies recently finished their annual sales kickoff. Whether they were successful or not will be determined in the next several months. Here are five key takeaways to drive effective learning and engaged sellers.

If You Want to Make a Sale, Stop Selling and Take These 4 Steps Instead

If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed. And there’s one key skill that you have to learn: That’s how to stop selling, and make a sale.

6 Foundations for Successful Sales

In order for sales leaders and their teams to deliver on the financial performance, they have to start at the broadest foundation and work their way up. These are the causes or actions that generate the financial results.

Stray thoughts on customer experience trends

There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. They’re still out there and they’re still relevant and they are shared here in hopes you’ll benefit from them.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell.

Top Performers - March-April 2019

Workplace engagement starts and ends with strong management, as our cover story in this issue makes clear. “I have yet to come across an engaged and productive team that lacked an equally engaged leader,” commented one respondent to our query about what leads to workplace engagement.

Selling how you always have? Fuggetaboutit!

Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out.

Insights for better onsite gifting experiences

Making memories is what on-site gifting experiences are all about, but you want those memories to be good ones. These tips can help make that happen.

The psychology of a shared experience

Rachel Hershenberg, a licensed clinical psychologist and assistant professor of psychiatry and behavioral sciences at Emory University, spoke with marketing strategist Leigh Long about “the intersection of emotions and experience” for Marketing Resource Directory. Hershenberg’s thoughts on the two types of shared experiences are pertinent to those who plan incentive travel and off-site meetings.

Because how you gift is as important as what you gift

As I prepare for my twin boys’ 2nd bday party tomorrow (OMG. Where did my little babies go!?), I find myself putting off wrapping their presents until the last minute. I refuse to just throw their gifts into bags and throw some tissue paper on top and call it a day. Where’s the fun for them in opening that? So the wrapping will get done today. Eventually.

Pop-ups can prop up your recognition efforts

Companies turn to gifting experiences to enhance the memorability of offsite meetings and incentive trips