The plastic they can use with pride

It’s every trainer’s worst fear: a roomful of disinterested, “tell me something I don’t know” participants staring blankly at you, or worse yet, not even feigning interest.

Misunderstood Marketing

There’s much discussion these days about sales and marketing alignment, reflecting perhaps the sometimes uneasy relationship that exists between them, particularly in the business-to-business space. Numerous books have been and continue to be written on the “art” of selling, but marketing is a “science,” and should be treated as such.

Avoid the doublespeak trap

If you’ve been in the corporate world for any amount of time, you’ve no doubt heard something like this:

Take a Local Approach to Your Global Footprint

How to lead a pack of alpha dogs

The problem with having a company stocked with “A” Players, says author and HR consultant Martha Finney, is that you get a cadre of mouthy, talented people who may follow your leadership, and then only if you work hard to deserve it. This is especially true in the case of younger generations of great employees, who weren’t necessarily raised to have automatic respect for their seniors.

Putting Work In the Rearview

These days, the notion that we work to live and not the other way around is generally accepted across generational lines. Even the hardest of hard-charging managers recognize that their workers have a life. (If they don’t, HR will tell them as much.)

Stealing from consumer marketing

Consumer marketing will always be at the bleeding edge — the first to integrate social networks, build mobile applications and create gaming into their campaigns. Some things work, some don’t. And some are very effective for B2B sales and marketing. Fundamentally, we’re all consumers so adapting proven consumer tactics can bring new life to B2B.

Let’s start with the fun stuff. 

A cure for the common cold call

News flash: prospects hate taking cold calls as much as sales reps hate making them. There’s got to be a better way to generate sales leads. Tom Searcy (huntingbigsales.com) says opt for these alternatives:

Resting easier

Good sales leaders don’t need the reality of a bad quarter or a string of bad quarters to know when something is amiss. They sense it before the numbers tell the story for them.

The sweet science that leads to sales success

If you’re business as usual, a lot of the methodologies and training that worked in sales 10 years ago just aren’t enough today. The position of sales is more demanding, you need to be more sophisticated, and analytics can help drive that. But this is an incredible time to be in sales.

Old school tools aren’t ready for the museum

The advent of social media marketing has corporate America tweeting, making YouTube videos and monitoring discussions online. Does anyone have time anymore to write up a press release?

Building respect in an age of truthiness

140 or less: B2B Marketing In the Age of Social Media

Corporations are people, my friend,” presumed Republican presidential nominee Mitt Romney famously replied during an Iowa State Fair appearance last summer. The former Massachusetts governor was responding off the cuff to people in the crowd who had shouted about the need for higher taxes on corporations.

Want sales training to work? Get the right people on your team

 It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.

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