Get Your Reps In the Cloud

Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted a dozen or more sales reps woefully trapped in the past.

Smart Incentive Gift Card Shoppers Steer Clear of Retail Outlets

The proven motivational power of gift cards is a key reason managers use them in reward and recognition programs, but the advantages don’t end there. Customization and ease of administration is important, too.

You're Only As Good As Your Proposition

If your customer wants your product and needs it, it’s your sales rep's job to find a way for him to have it.

The Accidental Sales Seminar

Editor’s Note: In this excerpt from his book “The Accidental Salesperson” (Amacom Books, 2012), Chris Lytle relays the “accidental sales training” he experienced while tagging along with his wife on a tour of the Waterford Crystal factory in Ireland.

‘Smarketing’to the rescue

TV tech supplier tunes up its sales and marketing teamwork and reaps instant rewards.

From Sales Competency to Sales Fluency

Getting more from the new guy

Customer Data: What to Get and How to Make Sense Of It

There isn’t a sales or marketing manager around who wouldn’t love to have Andrew Pole on his team. Pole is no sales superman, nor is he a crafter of the sort of marketing message that would make Donald Draper weep.

A Contented Cow Who Cuts Out the Bull

Bill Catlette and Richard Hadden emerged on the employee engagement scene in 1998 as the “cow guys” after the publication of their b

What's Your 'Le Grande Mac'?

The idea of the unique selling proposition (USP) isn’t new; it’s been around since the 1940s. But don’t brush it off as being out of date. This is a relevant and powerful tool for today’s marketing professional, CEO or Entrepreneur.

What If Confucius Tweeted Sales Tips?

6 Reasons Why Your Marketing Is Not Generating Sales

How to Beat Your Top Competitor – The Status Quo

Your customers and prospects are crazy busy. The last thing they want to do is change the way they do things. There might be a better way, but what they're doing works. Remember: change is always disruptive.

Why you need a math nerd?

As we went to press with this issue, The Wall Street Journal reported in a front-page story that Orbitz Worldwide, the online travel company, discovered that people who browse its site using Mac computers spend as much as 30 percent more a night on hotels than people who search the site

Pages