How to Win the Talent War: Women in Sales

While the fight for talent is fierce, many companies are inadvertently ignoring or discouraging half of the workforce.

From Offline to Online to Inline Learning

The future of learning and development will need to be as dynamic as the business challenges you confront. That puts a whole new set of demands on your library of competencies and content, not to mention your modes and timing of delivery.

How to Use Your Social Media Channel for More Sales

How do you convert social media followers to purchasing customers? Here are a few trending ways brands are using social media to increase revenue.

The Dos and Don’ts of Engaging Your Lead in Person

Most people in sales agree that meeting a prospect face-to-face is preferable to connecting through email or over the telephone. However, in-person meetings aren't failproof. Be mindful of these dos and don'ts to make the most of them.

Engaging B2B Customers Through Immersive Experiences

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales.

6 Steps to Improve Your Go-To-Market Maturity

There’s a strong correlation between beating revenue targets and go-to-market maturity. Here's how to improve in that area.

What Successful Cold Email Campaigns Have in Common

Cold emailing works when it’s done right. Many salespeople just aren’t sure what "doing it right" actually means. Try starting with these strategies that the most successful cold email campaigns have in common.

7 Ways to Use Facebook to Help Your Business

Facebook marketing is a must for any business that wants to achieve marketing strategy goals. Using Facebook allows you to improve customer service, reduce marking costs and optimize your brand. Here are some simple yet vital tips to encourage sales on your page.

Sales Enablement Defined

When sales and marketing leaders have a clear understanding of what sales enablement is, the results can be astounding.

Hack #4: Framing & Anchoring

Pre-suasion relies on two key psychological tools: framing and anchoring. Think of anchoring when you see a shirt you like, and the tag has $280 crossed out with the number $95 in red below it. A great deal. You buy it. You saved $185. Or did you? What if the shirt was marked at $95 with no discount – would you have paid $95 without the discount?

21st Century Cold Calling: Why Yesterday’s Approach Is Relevant Today

Not only is cold calling alive and well, it’s more important than ever before. However, performed correctly, a cold call isn't "cold" at all.

Picturing business as a poker hand

Armed with a list of hands her brother scratched out on a napkin, Annie Duke cut her teeth in the world of poker at a daily game with a rogue cast of characters in Billings, Montana. By the time she retired from the professional poker circuit six years ago, Duke had amassed more than $4 million in tournament earnings and a World Series of Poker bracelet.

3 hacks for psychological selling

Recently, I met Robert Cialdini at a conference and told him, “Your work has positively impacted my consulting business. Thank you.” He smiled as if it were the first compliment he’d ever heard. “Thank you,” he said and opened up a conversation asking, “What do you do?” We talked for 20 minutes. I doubt that conversation would have happened at a book-signing event or in a security line at the airport. What made it work was the situation.

5 Secrets to Channel Incentive Success

U.S. companies spend more than $17 billion on channel incentives annually. Distribution channel partners are vital to getting goods and services to market, bt the right program structure is essential to maximizing ROI. Here are five things you need to remember as you develop your channel incentive program.

Stories matter more than ever

I knew in my early teens that I wanted to write for newspapers. Initially, I thought I wanted to be a sportswriter. In college, my interests shifted to general features and becoming a columnist. I worked as a reporter for dailies in Washington state, Colorado and Massachusetts before moving to Minnesota and joining the world of trade publications.