Defining the Real Buyer

Most marketing teams today lack two crucial tools: 1) enough of the right data and 2) actionable intelligence and insights firmly rooted in that data. If you don’t make the effort to understand who you’re marketing to before you get started, there’s no way you can possibly offer them something that speaks to their needs and wants.

4 Ways to Breathe New Life into Your Existing Content Assets

Creating compelling content for marketing purposes is difficult, time-consuming and expensive. Repurposing existing content is an effective means of expanding its longevity, creating new cross-promotion opportunities and more.

The Process that Could Be Making You Non-Compliant, Without You Even Knowing

Responding to RFPs can be a daunting task if an organization hasn’t streamlined and intelligently automated some of the steps. For some companies, the process is also putting them at serious risk for non-compliance, which exposes them to the potential risk of huge, multimillion-dollar penalties on top of losing new business deals.

B2B Sales Emails that Open Conversations with Executives

It's true that many sales emails are quickly zapped into electronic junkyards, but some companies are highly successful in implementing cold email campaigns. These eight guidelines will help you cut through the clutter in cold email campaigns.

3 Reasons to Market Your Small Business Like A Drug Dealer

Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.

How To Take Your E-Commerce Business Global

Before going international with your business, you need to understand some of the differences between national and global scales of e-commerce businesses to determine the one that best suits your business.

How to Use Email Autoresponders to Increase Your Sales

Email autoresponders represent one of the most effective strategies for turning cold visitors into loyal customers.

The power of incentive programs lies in their structure

The best incentives have open budgets, meaning anyone who qualifies can win. Rules with open budgets tend to be more effective as reps can challenge themselves – as their business grows, so do the rewards. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales.

7 Disruptive Emotions That Sabotage Your Selling

Managing disruptive emotions is the primary meta-skill of sales. The art and science of getting past no begins with self-control – and that begins with awareness. Here's a closer look at the emotions that impede sales reps' ability to get past no.

Five Ways to Amp Up Direct Sales

In today's competitive sales environment, the rep can be the difference maker between closing and losing the sale. Here are some tips for amping up your strategy and moving from merely playing to competing.

Imprisoned by PowerPoint: A Foolproof Escape Plan in Five Steps

What makes a tool useful is the way you use it. Here's a five-step plan that will unlock your message and create the kind of dialogue you really want.

How to Avoid Coaching Failure… More Lessons from the Soccer Field

Good coaching should not be an exercise re-iterating the destination or merely ramping up urgency. It should be about improving a person’s ability to do their job - and a whole lot more.

In search of authentic travel experiences

Didier Scaillet, chief executive officer of the Society of Incentive Travel Excellence (SITE) has worked for more than 25 years in the travel industry — 18 of those in executive positions with Meeting Professionals International (MPI). We caught up with him on holiday recently between hikes in the French Alps to discuss trends in the incentive travel industry. Chief among them is desire from participants to go beyond luxury and have a true lifetime experience.

Top Performers - September/October 2018

It stands to reason that recognized employees are happy employees. Writing for Forbes.com, William Craig, founder and president of WebFX, an internet marketing company, says it’s also important to note that appreciative leaders are appreciated leaders.

Holiday business gifts

There are numerous reasons to give business gifts and many groups to give them to. Gifts for clients keep you top of mind and help cement relationships.
Gifts for employees express appreciation and engender loyalty. Gifts for channel partners can pave the way for continued success.

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