7 Reasons Why CEOs Should Stay Out of the Sales Process
Sales is a process, especially in a consultative sales environment, and depending on the industry, your sales cycle could be multiple months long. CEOs...
Why Should They Buy From Us?
In 15 years of analyzing company perceptions about their own customer values based on blind surveys, we have turned up a disturbing finding: in...
Delivering On the Brand Promise
One of four core issues at the top of many marketing executives’ lists is branding. In a recent survey of marketers by Forrester Research,...
Why Trust Matters More Than Ever
I’ve been involved in winning business in the recessions of every decade since the 1970s. During all that time, there has never been a...
4 Fixes for Flimsy Sales Forecasts
Sales forecasts impact much more than sales management – they have a direct bearing on overall performance, marketing and sales budgets, and planning for...
Tips to Enhance Personal Presentation Skills in the Digital Age: Part III
Editor’s Note: “Consistently better sales presentations could be the most important New Year’s resolution your team could make,” Rutgers Business School Professor Marc Kalan...
Applying Proven B2C Marketing Techniques to B2B Sales and Marketing Processes
A woman is expecting a baby, therefore the family is probably in search of more space, a family car or minivan, etc. A man...
Tips to Enhance Personal Presentation Skills in the Digital Age: Part II
Editor’s Note: “Consistently better sales presentations could be the most important New Year’s resolution your team could make,” Rutgers Business School Professor Marc Kalan...
Tips to Enhance Personal Presentation Skills In the Digital Age
In the current age of emails, texts, tweets and social media, the importance of personal communication, whether one-to-one or in front of a group,...
Tips to Enhance Personal Presentation Skills In the Digital Age
Part I of III
In the current age of emails, texts, tweets and social media, the importance of personal communication, whether one-to-one or in front...
