Savor your strong-headed sales reps

 Many high-performing salespeople have strong personalities.

Top Performers

SoundLink® wireless mobile speaker

Product Review

Del Currie was sending $700 worth of gift cards to friends and family at Christmas a year ago and it occurred to him that a good port

A Web presence is better than a website

A few years ago, a single, static website was sufficient for marketing yo

5 perceptions that block stellar performance

If you want to improve employee engagement, it’s not enough to model best practices demonstrated by employers such as Zappos, Southwest Airlines, and other denizens of the various Best Places to Work lists.

Smooth landings

It’s estimated that up to 50 percent of visitors to landing pages will bail in the first eight seconds. E-mail marketers spend countless hours and untold millions trying to make recipients click on a link leading to a landing page, but delivering only clicks is short-changing the company.

Content Marketing Grows Up

2011 was a big year for content marketing, the technique of creating and

Dare to dream, but ambition gets more accomplished

In his new book “The Hidden Agenda: A Proven Way to Win Business and Create a Following,” author Kevin Allen defines “real ambition” as the human desire to create something good where nothing existed before.

Watch Congress and do the opposite

We’d be remiss if we reinvigorated the Sales & Marketing Management brand in print and online without including a kernel of wisdom from Seth Godin. If his blog (sethgodin.typepad.com) isn’t a regular read of yours, it should be.

The buyer’s lament

If you’re finding it harder and harder to set up meetings with potential buyers, you’re not alone. Sales prospecting isn’t easy these days. But the real problem is that most sellers don’t understand how their prospects are evaluating their attempts to get in.

3 e-mail errors that lead to low response

Sending e-mail to prospective customers can feel as hopeless as leaving that fifth or sixth voice mail.

Is Your Sales Team Negotiating Value (Part II)

Is Your Sales Team Negotiating Value? (Part I)

How to Say 'Sorry' to an Angry Customer

By BILL ROSENTHAL

You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe there’s a quality glitch. Whatever the problem, you have to apologize.

Are You Trying to Control the King?

By JOHN GOLDEN

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