VR, Beacons and Show Floor Tracking

The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor.

The War Room and What It Can Tell You

So there we were… the War Room.

Stop the Launch! 4 Reasons to Avoid a Company Opening Event

Every entrepreneur needs a healthy amount of self-esteem. After all, if they didn’t believe in themselves, they wouldn’t bother launching businesses.

Discovering Buyer Insights Through Perception

The following story derives from conversations with “Pat,” a sales team member, after our several interactions with a customer in the medical equipment industry.

Challenge the Status Quo with Insight-Based Direct Questions

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions.

Your Company’s Biggest Information Security Risk? Your Employees.

Some of the biggest, most damaging security breaches in history occurred in 2015.

Three Simple (and Free!) Tactics to Boost Sales Performance

Most sales organizations are not unlike a college class being graded on the Bell Curve. Typically, 20 percent are top performers – these A+ performers get it done with minimal support. The D’s and F’s in the bottom 20 percent are either new or need to find another line of work.

Close More Sales with Lead Validation

Lead validation is the labor-intensive process of listening to recordings of phone inquiries and reading form submissions generated by SEO, PPC, email marketing and other Internet marketing campaigns, to separate true sales leads from non-leads such as spam, sales solicitations, customer service

Understanding Sales Equity

So Just What Is Sales Equity?

To borrow a phrase from the financial industry, “equity” (the value you receive) is simply your “asset” (what you get) minus your liability (“what it cost you”):

The Dangers of Not Attributing Customer Calls to Digital Marketing

Digital marketing has gone mobile. And thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions.

Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Data quality and data access plague analytics – especially in sales and marketing. Let’s face it, whether your role is sales operations or marketing analyst, your data is constantly questioned at best, or simply wrong at worst. Does this sound familiar?

Three Things that Keep Sales Managers from Making Intelligent Decisions

When it comes to the productivity, effectiveness and overall success of sales teams, data is key.

The trick that makes sales training stick

“We spent $2 million on a selling system a few years back and our reps won’t put it into play. So we’re looking to drop another $1.5 million on a new program.” A senior sales executive from a major cell phone carrier was talking sales training with me, at a global conference.

It’s Not Your PowerPoint, It’s You

PowerPoint was originally created to improve and enhance presentations. With over 30 million PowerPoint presentations made each day, it has evolved into the default mode of all business communications. Ironically, with its success comes major pitfalls.

Not Just For Kids: How Gamification Can Help Fill Your Channel Pipeline

Gamification has become a popular method of improving sales because it works. Putting measurement devices such as leader boards, point totals, and scorecards in places where they are typically not found has been shown to improve performance.

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