Refocusing Customer Intelligence

By DEAN DAVISON

Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that competitive and market intelligence (CMI) deliverables often end up confusing and overwhelming sales reps instead of helping them.

Sell Smarter, Not Harder

By NEIL MAHONEY

A study of 722 U.S. business executives showed:

 1. Almost 60 percent said their company only converts 10 percent of their leads to sales.

 2. Another 60 percent said company revenues could be increased by 15 percent or more with proper follow up.

Marketing Under Siege

By PAUL RAFFERTY

A pattern is emerging in B2B marketing -- CEOs are frustrated that they can't find a VP of marketing who can do it all, and marketing executives are leaving their positions or being let go because either they don't have the capabilities or aren't being given the resources to do their job in today's Sales 2.0 world.

Refocusing Customer Intelligence

By DEAN DAVISON

Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that competitive and market intelligence (CMI) deliverables often end up confusing and overwhelming sales reps instead of helping them.

Can you name the most important step in the sales process?

By CHRIS BENNETT

There is one step in the sale process that has a disproportionately large impact on whether your sales team makes a sale or not. Can you name it?

It’s the discovery meeting or the first meeting with a new prospect.

Social Media for Medical and Health Care Sales and Marketing? You Betcha!

By CARY M. SILVERMAN, M.D.

Pacing Your Sales Speed to a Customer’s Need

By Kevin Davis

Most salespeople have been taught that a faster pitch means a faster close. In my experience, salespeople who hurtle through their sales process without paying attention to the speed of the customer’s buying process are going to lose the sale.

CRM and Sales Training: Improving Sales Through Integration

By STEVE CARLSON

What's Really New in Public Relations

By FORD KANZLER

Why Social, Why Now & What You Must Do About It (Part II)

Why Social, Why Now & What You Must Do About It

By LEN SHNEYDER

I recently sent my 1,000th tweet. It was the middle of the day – I was at our North American user conference. The tweet went something like this: “This is my 1000th tweet.”

Managing Vibrant Boomer Women

By STEPHEN REILY

Bringing Effective Strategies to Brand Licensing

By DAVE MATLI

Increasingly, marketers are jumping into brand licensing. However, there are perceptions that it’s a simple, low-cost way of creating new revenues without having to invest in new product lines, R&D or even marketing. That can be partially true, but there is also a hidden risk inherent in poorly executed brand extensions.

Why Your Numbers Are Down

By NICK VAIDYA

Five Common Afflictions of Sales Teams

By JOHN R. TREACE

Pages