Confusion is the wrong surprise
Surprise can be a strong sales and marketing tool. Confusion is rarely so.
Author and trainer Wendy Weiss (WendyWeiss.com) says if your value proposition isn’t...
There’s an avatar in the break room
It happens more than ever lately. I’ll be reading an article in a magazine or newspaper and a story will be so off-the-wall that...
How to Turn Sales Losses Into Wins
The stakes in pitching for multimillion dollar accounts are huge. When you lose to a competitor, beyond the lost revenue and profit opportunity, there...
Is Marketing the New Sales?
Just a few short years ago the business world was a very different place. Traditional marketing departments were focused on brand building and name...
3 Fundamentals Every Sales Operations Manager Should Know
According to the Sales Operations Center of Excellece, 54 percent of sales operations departments are less than 3 years old. Though this department is...
Harness the Power of the Pause
We live in a world that communicates in small bursts and at the speed of light. Because of the flood of information we are...
Socratic Questions Help Prospects Uncover Truth
One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help...
5 Reasons Why Sales Makes Marketing Mad
One of the biggest problems in any company with separate sales and marketing departments is what is sometimes calls sales and marketing alignment. This...
If You Love ‘Em, Keep ‘Em
Managers are forever looking for ways to improve their team's performance – be it the latest business book, closing technique or marketing automation tool....
Socratic Questions Help Prospects Uncover Truth
One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help...
