Say ‘No’ to ‘No’
In life, subtle conscious and unconscious decisions often have a profound impact. In business, one such decision is accepting “no” too quickly when in...
Tread Carefully, A Q4 Sales Crunch Can Create Repercussions
As we stare down the end of 2014, does this story sound familiar?
Going into the fourth quarter, a division of a large company had...
Personas Risk Leading Your Messaging Astray
The big thing in many marketing departments is to create personas — fictional characters that embody all the traits of your prospects. These personas have...
Employment Relationships in an Age of Rootlessness
The traditional model of lifetime employment, so well-suited to periods of relative stability, is too rigid for today’s networked age, Reid Hoffman, cofounder of...
Power to the Buyers
As people who believe selling can and should be an honorable profession, it is discouraging to realize that the perceptions of salespeople haven’t improved...
6 Customer Experience Differentiators
In his new book “Summit: Reach Your Peak and Elevate Your Customers’ Experience,” F. Scott Addis, an experienced business executive and recent Inc.“Entrepreneur of...
5 Unexpected Ways Businesses Can Use Smartphones to Drive Profit
No matter the product, service or industry, mission or corporate philosophy, nearly every business is bottom line-driven. And, there is no shortage of ingenuity...
Using Advanced Analytics to Optimize B2B Sales Force Strategies
Strategies to improve salesforce effectiveness have historically come from two sources: consultancies and internal analytics groups doing manual analysis. The approach to optimizing salesforce...
Telling Customers ‘You’re Fired!’
Most companies make a critical mistake when classifying accounts by considering those that currently spend the most money as their best clients. In her...
The Hidden Costs of Doing Global Wrong
Investing in a global marketing strategy can be a major undertaking, both in terms of actual costs (localization of campaign assets) and productivity costs...
