Hacks to upgrade sales enablement

What, exactly, is sales enablement? CSO Insights provides a definition. Take a deep breath:
Sales enablement is a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and frontline sales managers along the entire customer’s buying journey, powered by technology.

3 steps to stronger marketing team structure

The growing complexity of today’s B2B buying process requires marketing teams to be on top of their game year-round. How a marketing team is organized plays a key role in its efficiency and effectiveness, says Matt Heinz of Seattle-based Heinz Marketing. He offers these tips to guide your thinking:

Is prospect face time an imagined dragon?

Among the list of sales challenges that many reps and their managers mentally keep, the lack of face-to-face time with prospects is in the top five on most. The time demands of CRM, B2B buyers’ preference for email communication, and an inability to schedule meetings are key culprits that result in bagging the elusive sales call.

What managers can do about suicide

The suicides of designer Kate Spade and writer and TV personality Anthony Bourdain just days apart in June heightened awareness of escalating suicide rates in the U.S. and other developed countries. Statistics from the Centers for Disease Control and Prevention (CDC) are startling:

A kick of kindness

Technology disrupts. It changes how we live. It changes how we work. For managers, it changes how they strategize.

B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

You may have fallen into sales and then into sales management. These five words can prevent burnout and power success.

Five Tips for Being a Better B2B Sales Manager

A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. Here are five ways sales managers can harness technology to alleviate stress, build a more cohesive team, boost results – and ultimately, be better at their jobs.

Letting Others Shine Can Get You Sky-High Referral Rates

Too many B2B sellers are seen as ego-centric and money-driven rather than genuinely helpful. In an era when consumers believe most salespeople lack compassion and courtesy, those who buck this trend are poised to strike gold.

Building Your Own Online University

Creating your own corporate learning community becomes a bonding experience for your staff and external relationships. You can draw off the collective brainpower of all the business professionals connected to your company. Share best practices, struggles, ideas, even humor.

The Two Types of Tech Companies and How Each Should Sell

By accurately identifying who they are and what they offer, technology companies can better evaluate how to sell, whom to hire, and which sales initiatives to pursue.

Why You Should Add Guest Posting To Your Marketing Strategy

Guest blogging is an effective way to expand your network, build strong backlinks and broaden your social reach. But there are pitfalls to be mindful of.

Closing the Gap Between Sales and Marketing Starts With Better Communication

Better alignment between sales and marketing benefits both teams as well as the organization – and it all begins with communication.

Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Effective sales and marketing has always been about telling compelling stories. So why are so many people going about it the wrong way?

6 Tips to Optimize Your Next Offsite Meeting

It’s easy to get into a rut with offsite meetings that occur annually or more often. To get full engagement from your team and optimize the return on investment, Jessica Doucette, who directs marketing and B2B events at Impartner Software in Salt Lake City, offers these tips.

Mobile Marketing Tips for Small Business

Mobile marketing is not an option anymore. It has become paramount if you want your small business to thrive in the mobile-first world