COOL TOOL: Knowledge for sale

What’s the difference between launch strategy and go to market strategy? How is your company using LinkedIn to generate more sales? Do you have a separate LinkedIn profile for your company or do you use your own?

COOL TOOL: Virtual meetings grow up

“What is sales about?

Gamification builds better salespeople

Rewarding results is a game that safety program managers abandoned long ago. A safety program that rewards people for not having accidents leads to unwanted, even unscrupulous results without actually changing the behavior that would lead to improved safety.

The ever-shrinking sales presentation

Television revolutionized the way marketers reached consumers and, subsequently, how salespeople sold.

Show your personality in your blog

If you are part of your marketing team’s blogging efforts and you don’t subscribe to the daily newsletter from Social Media Examiner

Trade show radio

Some of the most intelligent online rants and discussions on sales and marketing topics occur at consultant Todd Youngblood’s Recently, Youngblood blogged about expectations and reality of trade show marketing. He gave us approval to share it with you.

Why the boss shouldn’t run meetings

The most senior person in attendance definitely should not run a work session. As a matter of fact, if there is more than one person in the room who knows how to facilitate, the task should go to the most junior. This frees up the greatest number of senior personnel to contribute to content.

Only you — and your team — can prevent pointless meetings

Editor’s Note: Sales and marketing teams devote countless hours in group sessions to “innovating” and all that word encompa

Good enough, smart enough, and doggone it, managers matter

Do bosses matter?

Blowing the whistle on ineffective training

One of the most common complaints that sales trainers get from both salespeople and companies is that sales training in any form, wh

Two essential character traits for today’s selling environment

In today’s slower economy, the tension between a salesperson’s need to close a sale and the customer’s concern over buying the best product at the best price is more pronounced than ever.

What's Your Value?

We talk a lot in these pages and online at about improving the performance of others — coaching individuals up

Bulova’s Precisionist Watch Winner

From the Precisionist Champlain Collection.

Know when to walk away from a sale

Far too often, salespeople chase a low-value lead that will never pan out.

Clarifying questions

People who had been “job-matched” in the first six months with appropriate sales positions outperformed, to a statistically significant degree, those who had not been job-matched. Moreover, the differences widened after 14 months.