Getting more from event marketing
Event marketing is one of the top four spending areas for B2B marketers, ahead of social media, customer intelligence and email marketing, according to...
Better communication starts with listening
Sales is about communicating, and so is sales management. If you are frustrated because your team is not listening to you, that may be...
Don’t package compliments with criticisms
Many managers like to cushion criticism with positive comments. When a criticism is prefaced by a positive comment and followed by one as well,...
To know them is to more effectively market to them
You need to know your customer in order to effectively market to them. Sujan Patel, co-founder of digital marketing company Web Profits and the...
Be best, but how?
It makes sense that most organizations try to replicate their “A” sales reps, both in the hiring process and their strategy to develop “B”...
Ask before advocating
An essential quality of effective sales coaching is collaboration between the sales manager and the salesperson, where both co-create and implement
a plan to improve...
3 non-sales metrics to measure your sales team
If you wait to judge success on whether or not there is a sale, you’re already too late. Focusing on metrics other than sales...
Lonely at the top
Cynthia Maxwell, an engineering director and project manager who has led teams at Apple, Google and Slack, recalls overhearing a colleague say, “As a...
3 leadership myths to avoid
Misperceptions about leadership turn up in everything from movies to televised sports. Erick Lauber, an applied psychologist at Indiana University of Pennsylvania, consults with...
Be aware of friction in your customers’ buying journey
Managers often express a desire to speed up the sales cycle. That’s understandable, but impossible to attain, says Martyn R. Lewis, CEO and founder...
