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January 19, 2016 12:00 AM
The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016. Here’s a glimpse: Personalization — Is this just the start? People like to be treated as individuals and to tailor how they are treated, whether as an employee or a consumer.
January 19, 2016 06:54 AM
Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis. HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them. This is the second part of a three-part series, which will post on consecutive days.
January 18, 2016 10:11 AM
Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past. And yet, there are some lessons to be learned from the specialized sales practitioner who bags whales on a regular basis. In this three-part series, which will post on consecutive days, HG Data’s Chief Revenue Officer tells the stories of several whale hunters he has known and lessons to learn from them. 
January 15, 2016 08:13 AM
If another sales quarter ends with your sales team lagging behind the target revenue number, it may be time to consider the underlying causes – and not just the symptoms. More often than not, sales team failure is blamed on the classic “forces outside of the sales team’s control” line. We’ve all heard these refrains before: marketing didn’t train our sellers properly; the executives put in place a mediocre corporate or account strategy; or the company has bad products that the sales team is forced to sell.
January 13, 2016 07:20 AM
If you work in the sales profession or a supporting role such as sales training, sales operations or sales enablement, chances are that your work life this past year was a combination of highs and lows. Why do I say that?  Well, data from CSO Insights shows that more than four in 10 sales reps miss quota. Meanwhile, the Pareto Principle is alive and well, with 13 percent of salespeople producing 87 percent of corporate revenue.
January 12, 2016 01:00 AM
One thing is certain in the new year, customers will continue to go online to avoid anyone with sales in their job title. A recent study by Forrester Research states that over 1 million sales jobs will be lost by 2020. Any salesperson that doesn’t add value, understand his or her products, or help their customer navigate through the buying process will be irrelevant or ignored.
January 11, 2016 01:00 AM
Growing up, I was a sports fanatic. I especially loved team sports, and often found my world revolving around individual training, team practices and games. From a young age, my coaches played a significant role in my life. They helped me chase goals, contribute to the team, enjoy the experience and ultimately taught me the value of being coached.
January 8, 2016 08:14 AM
The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows, but what are some of the hottest trends currently? Let’s take a look at a few that are garnering attention:
January 6, 2016 01:00 AM
The argument that all you need is a smart sales executive and a bit of intuition to succeed at selling is now redundant. Technology-enabled selling is now key. Making sure the sales process is successful requires coordination across multiple facets of a business, involving sales, marketing and almost any customer facing member of staff. CRM systems, marketing automation technology and existing relationships all need to be tied together with a thorough understanding of your company’s target audience.
January 5, 2016 01:00 AM
One of my favorite things about the end of the year (aside from the holiday cheer) are the year-end reviews of movies, music, news stories and almost anything else you can think of. But we’re past that now, and the new year brings with it an inclination to plan ahead — to resolve to improve in certain areas and map out a strategy to do so.
January 5, 2016 06:16 PM
January 4, 2016 01:00 AM
It surprises many people that small and mid-sized businesses make up a majority of employer firms in the United States (99.7% to be exact). The U.S. Small Business Administration (SBA) defines these small and mid-sized businesses (SMBs) as enterprises having fewer than 500 employees. However, the average small to mid-sized business has a sales team of less than five employees.
January 1, 2016 01:00 AM
An aging convention center combined with aggressive marketing by rival cities seeking convention and trade show business has organizers of some of the largest events to visit Las Vegas annually considering relocating.
December 21, 2015 04:56 PM
As companies experience success and grow their business, sales teams must be able to scale quickly or risk losing out on new opportunities. To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. If adjustments are required, they need to be made quickly to keep sales on track with the company’s growth trajectory.
December 18, 2015 08:01 AM
While so-called “research” on the millennial generation is overwhelming, when you cut through the noise to get to what little real data exists, much of the message seems to ultimately be speculation with very little consensus. However, above the fray are a few points that are undisputed — and they have everything to do with the future of the American workforce. Simply put, millennials, raised in a world of technology and digital information, are motivated, driven and have a totally different learning style from preceding generations.
December 14, 2015 11:43 AM
Forrester recently reported that 1 million B2B salespeoplewill become obsolete by 2020, citing advancements in sales and marketing technologies as the culprit. Sales and marketing automation technologies have certainly seen a significant amount of growth in the B2B sector within the last few years.
December 11, 2015 01:00 AM
There are three value conversation “moments of truth” in every buying cycle that you must be great at: first, creating value to break through status quo bias and build a buying vision (differentiation); second, elevating value to impress executive decision makers who must see the financial and business impact of your solution (justification); and third, capturing value to manage the tension of price and negotiation conversations in order to protect your margins (maximization).
December 9, 2015 07:01 AM
Remember when instant messaging was the new tool for sales? Remember when texting was just for teens and college students? So many new digital tools come out each year that it’s hard to keep up.
December 7, 2015 06:25 AM
Salespeople have a lot of responsibility riding on their shoulders. Colleagues have spent weeks, and maybe even months, hard at work to build innovative, impactful solutions. Now it is up to sales teams to sell that product, driving revenue and recognition for the company. Here are five tips based for giving killer sales presentations.
December 4, 2015 01:00 AM
Virtually every job description for the modern “analytic marketer” includes requirements for “strong communication skills.” In particular, what’s sought is someone who not only distinguishes signals from noise, but communicates this way: good analysts appreciate nuance, but executive audiences often don’t, preferring bottom lines as headlines. While communication skills are written about frequently, tips for marketing and sales analytics are scarce. Here are three for getting your message through:
December 3, 2015 08:32 AM
As a business, it’s important to ensure that your brand is represented on all of the social media networks, including Instagram which is often one of the most overlooked platforms when it comes to marketing businesses online. Before you begin your Instagram marketing campaigns you will want to ensure that your business profile page looks great and is attractive for your audience. Nobody will want to engage with your business's brand if you have a boring and stale looking social media page.
December 1, 2015 01:00 AM
What if you could change one simple thing about your message, pitch or presentation to make it more persuasive? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? According to fresh research from my company, that technique exists. If you take advantage of it, you stand to significantly improve your chances of convincing prospects to accept the idea of doing something different.
November 30, 2015 12:35 PM
Ongoing training is important for employees to stay ahead of the curve and do their jobs effectively. But what about training reinforcement? One could argue that reinforcement may be as important as the training itself. After all, even the best training won’t mean much if there’s nothing done to reinforce it. But what’s the best way to make sure that employees retain what they’ve learned?
November 25, 2015 08:14 AM
Black Friday is the unofficial start to the most important time of the year for retailers – the holiday shopping season. For wholesalers, it is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. To maximize sales, manufacturers and distributors need a strategy that creates a great start to the season on Black Friday, carries that momentum through Christmas, and ensures inventory is sold through by New Year’s.
November 23, 2015 01:00 AM
Technology has dramatically shifted the research and selection process by customers, who now expect a fast response and relevant content delivered, how they want it and at every stage of the sales engagement process. In return, organizations of all kinds are creating digital content at an exponential rate, realizing there is a major opportunity in this new “always on” world to use these digital assets to deliver revenue.