Clarity about content marketing
Although many companies have been deploying content marketing in one form or another for several years, objectives, approaches and measurement of ROI continue to...
3 reasons to not offer choice
Giving prospects choices can have unanticipated consequences, says Tibor Shanto, co-author of “Shift: Turn Prospects Into Customers.” He offers three reasons why companies should...
Learn to love the sales huddle
The daily or weekly sales huddle sets many salespeople’s eyes rolling. Many view it as a time-suck without a defined purpose. However, when properly...
Digital doesn’t replace salespeople for first-time buyers
Much is made of B2B buyers’ shift to getting halfway or more through the buying process before they even identify themselves as prospects. McKinsey...
Technology enhances customer experience
Research from Forrester shows that companies that lead the way in customer experience (CX) outperform CX laggards by growing revenue faster and driving higher...
5 Ps of closing a big deal
Offering a great product (or service) is the best way to get deals done, but even great products don’t sell themselves. Craig Mullett, a...
Managing under-performing salespeople
One of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson...
Women improve sales team performance
McKinsey reports that companies in the top 25 percent for gender diversity are 15 percent more likely to have financial returns above their respective...
There are no sales without marketing
We’re living at a crossroads, where two generations are in play in the logistics and supply chain hierarchy. Senior leadership is typically comprised of...
A watched pipeline won’t produce
Just like the watched kettle never seems to boil, staring and wishing and hoping at a sales pipeline isn’t going to make it burst...
