To gate or not to gate online content?
A whitepaper with a strong title that is publicized well is like catnip for B2B marketers. But should businesses seeking qualified leads offer content...
The times, they are a-changin’
Let’s start with some housekeeping.
In the March/April issue of Sales & Marketing Management, I looked at consolidation within the sales training industry, focusing on...
No one wins the blame game
Three-fourths of salespeople complain about losing a sale because the price was too high. Three-fourths of them are wrong, says sales guru Jeffrey Gitomer...
Where B2B fits in social media platforms
Most of the discussion around social media is focused on consumer marketing and not about reaching other businesses. In a recent post on SocialMediaToday,...
Urgent is personal
What happens when someone tells you that solving a problem is urgent to your welfare and/or the welfare of your business? How do you...
‘Softening’ a cold call with email is the wrong strategy
Emailing a prospect before making a cold call has become a popular remedy for salespeople who are trying to “soften the blow” of a...
Money for nothing
For several years running, this publication and its predecessors have published an annual cover feature extolling the benefits of non-cash incentives as performance boosters....
Getting Your Employees to Commit to Customer Service
It’s a business no-brainer that happy employees make happy customers. But how do you get happy employees that deliver the best possible customer service?...
Speed It Up, Boys!
It has to be one of the funniest sketches ever. A dozen times I’ve watched Lucy in the chocolate factory, and I still laugh....
The Two Biggest Mistakes of Product and Company Naming
In the last week I came across two examples of inadvertent naming mistakes with harmful consequences. I hope these examples help you avoid repeating...
