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...
What managers can do about suicide
Addressing stress in the workplace and how we can help each other cope
The suicides of designer Kate Spade and writer and TV personality Anthony...
Content marketing vs. marketing content
Content marketing is distinctly different than marketing content. Until the majority of B2B marketers recognize this, their so-called content marketing efforts will continue to...
Don’t forget the hype for new product launches
Too often, companies spend months or even years developing a new product or service only to come up short on promoting release. Many failed...
Size up sales skills during the hiring process
When hiring new sales reps, past experience is no proof of future performance. However, even if candidates have no formal sales experience, you can...
Heavy-handed sales tactics rarely work
The effectiveness of hardball sales tactics may have always been more hype than proven sales strategy, but it’s certainly an ineffective tactic in today’s...
Perks that work
It’s always worthwhile to comb through the annual Fortune 100 “Best Companies to Work For” list to cherry-pick perks and other workplace culture-building ideas...
Absentee leaders inflict the most damage
The classic image of a bad boss is one who berates, blames and bemoans his team’s performance without offering any guidance on how to...
Make use of multiple contacts at prospect companies
“It takes a village to close a deal in this modern age,” says sales consultant Tony Hughes in his new book, “Combo Prospecting.” Hughes...
Sorry you’re mad —there’s the door
Years ago we had a client in the grocery business with a (not-so) crazy idea: He joked that he wanted to put a machine...
