12 people impeding your success
John Morgan, who has been called the Chuck Norris of branding, is confident there is a group of people who are keeping you from...
Digital marketing or delusional?
Businesses around the world and in all industries are trying to crack the digital marketing code. How do you create an effective integrated campaign...
Instilling urgency in your sales team
The best salespeople are fearless communicators. They laugh easily and have an insatiable curiosity that leads them to ask great questions. But there’s a dark...
Winning the sale in a buyer-empowered world
B2B sales and marketing teams are adapting to a world where buyers —including the ones you haven’t met — already know all about your offerings. Mapping the...
Occupy headspace: the timeless sales movement
Have you ever noticed that for some people, recognition and success just seem to fall into their laps? Their names pop up whenever people...
Keeping your eye on competition
Eight out of 10 sales strategies (78 percent) are ineffective, according to the annual research report by Sales Benchmark Index, a sales and marketing...
Killing the negotiation killers
In sales negotiations, when you focus on the differences between your positions rather than the commonality of your interests, little progress can be made....
Why deals go dark
The number one reason sales opportunities go dark is lack of alignment between buyer and seller. Salespeople must appeal to the logical and emotional...
Does branding matter for B2B businesses?
No offense, but it’s a good bet that no one has ever bought your product because they liked your logo.
For companies in the B2B...
The metrics of bad sales interactions
The purpose of the Demand Metric Quality Benchmark Study sponsored by sales enablement provider Showpad is not to treat sales reps as scapegoats, but...
