Slow Down, Sell Faster!


10 Coping Strategies for Crisis


Deadly Sins: Failing to Sidestep Into Related Markets


By Neil Mahoney

How Quarterly Mystery Shops Help Diagnose Problems…


By Joan King, managing director, Loyalty, UniFocus

Sales & Cinema: How to Craft a Movie Event for Your Sales Team


By Mike Nelson, Vice President, Sales, NCM Fathom Business

All too often, the national sales training meeting is a universally dreaded experience. It’s just another night in a hotel, additional time spent traveling, and less time to get work done. Instead of looking at it as just another sales training, wouldn’t it be great if your sales team looked forward to it?

How to Drive Sales Transformation with Tailored Coaching

By Brian Lambert, Senior Analyst, Forrester Research

Sales and Finance Work Together in the Best-Run Companies

By Jeanne Marzano, Controller, and Niranjan Samant, Vice President, Sales and Client Services, Equilar

Case Study: AAA WCNY Improves Member Services with CRM

Sales Performance: What’s It REALLY All About?

By Dr. Janice Presser, CEO of The Gabriel Institute

It’s been said that the only deal some salespeople are really good at closing is the one that gets them hired. High turnover rates in sales departments suggest this may be more common than anyone cares to admit!

What I Learned About Selling From…Movie Super Villains?

By Russell Riendeau, Ph.D., founder, East Wing Group, Inc.

Who’s your favorite movie villain? Dr. Evil, Dr. No, Gordon Gekko, Hannibal Lecter, Darth Vader, The Joker, Dr. Octopus, The Terminator?  Google movie villains to see the big list and pick your favorites.

The Complex Sale: Not a Transaction But a Project

By Cynthia Spraggs, Senior Manager, Sales Program Support PMO for Cisco Systems, Inc.

An international retailer faced a pressing need: to build more traffic through its doors. At first look, it might not be easy for a network solutions provider such as Cisco to help the retailer reach that goal. But solution selling includes coming up with solutions, and so we did.

The Value of Face-to-Face Marketing in a Virtual Age

By Rob Murphy, Chief Marketing Officer, MC2

The popularity of communicating virtually—whether through e-mail, instant messaging, LinkedIn, Twitter, or other social media channels—has had a significant impact on the speed at which information can be obtained.

Deadly Sins: Don’t Overlook the Obvious

By Neil Mahoney

Sales Slump? Burnout? Help Is Here!

Put the Marketing in Your Trade Shows

By Harvey Chimoff

Trade shows are one of the oldest sales and marketing tactics, and sometimes, well, the output can look a little tired. To stand out from the pack and get the results you need, make sure you apply strategic marketing discipline to drive your trade show program.