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.

6 Metrics to Predict and Increase Sales from Inbound Leads

Number crunching is no longer reserved for the sales and marketing nerds. It is the lifeblood of the most successful sales and marketing leaders. Here are some metrics that can help you forecast sales from inbound leads and increase your sales success.

The 4 Ingredients of a Successful Sales Training Curriculum

Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures.

2017’s Top 4 Sales Trends

“Sell more. Sell faster.” Surely you heard some variation of that directive during 2017 sales kickoff season. The question is, how? Through constant innovation, companies test, shift and change their approaches to sales, with the ongoing mission of accomplishing those twin goals.

The First 30 Seconds Count

The tone of any business meeting, sales call or introduction is often set within the first 30 seconds and guided by how the visiting party greets the host. An incorrect greeting, a handshake that lingers for too long, or a bungled attempt at observing local custom could taint the entire meeting and spoil the deal.

A front-row seat at a failed business experiment

Downtown Project (DTP) is Zappos CEO Tony Hsieh’s effort to rebuild Downtown Las Vegas into the most community-focused large city in the world. He invested $350 million of his own money, started recruiting entrepreneurs in 2012 and put a five-year timeline on the project.

No guru, no method, no leader

If reading books by or about great business leaders is enlightening and inspiring, reading about business leaders who have attained significant success almost in spite of themselves is engrossing in a whole different manner.

5 Reasons Sellers are Leaving Your Organization

Today’s work environment makes seller retention even more challenging as Millennial, Gen X, and Baby Boomer sellers have very different expectations of their job, their managers, and their organization overall. Research indicates these are the top five reasons why your sellers may choose to leave your organization.

Your Email Strategy Needs an Update

As a salesperson today, the content of your emails needs to be much tighter and the cadence of your outreach much more sophisticated if you hope to engage with your prospects. Here's how to transform email from a crutch for contacting prospects to a stepladder to meaningful connections.

4 Powerful Forces That Drive B2B Purchasing Behavior

Customers don’t actually care about features. They care about making progress. While it may not be easy, gaining an appreciation for your customer’s motivations is absolutely worthwhile.