Is There a Right Time for Email Marketing?
Hitting a trifecta in email marketing — right message, right person, right time — is tricky. Janelle Johnson, director of demand generation at marketing automation provider Act-On Software,...
Selling Value In a Buyer-Empowered World
While companies complain that 80 to 90 percent of their salespeople can’t sell value, they are spraying their salesforce with product presentations and praying...
What Makes Sammy Run?
The statistics induce nightmares:
· Gallup’s 2013 report on the State of the Global Workplace states that only 13 percent of workers in America are...
Custom Mobile Sales Apps Yield Better Productivity and Faster Sales
Sales are the lifeblood of any successful business. The warriors who pound the pavement or the phone lines day after day are always looking...
What’s In Your Playbook?
If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging...
Three Easy Ways to Improve Sales
What are some quick and easy-to-implement ways to improve sales for you or your organization? Here are three ways to improve the sales process:
Prepare,...
Funnel vision
UnSelling is what happens when you understand the humanity of your market, produce a quality product and create experiences that lead to trusted referrals....
Top Performers – November-December 2014
Memorable gifts
Omaha Steaks are the perfect gift for loyal customers and hard-working employees. The corporate gift guide offers a variety of exclusive packages from famous...
Formula for incentive success: keep reps engaged
When Time Warner Cable decided to turn its local cable payment centers into full-blown retail stores, more than the stores needed renovating. The company...
Money, motivation and mental accounting
Highlighting our irrational selves is part of what behavioral economists do. Their studies show human beings are inconsistent in the way we deal with...
