Better Conversations Will Produce a Better 2013
After two decades in sales and as a sales executive, plus an additional three years of heavy research into sales performance development and growth,...
5 Key Elements of a Killer Mobile Sales Application
To make the most of your tablet investment, focus on the device’s unique capabilities. The following five tips will help you improve the productivity...
Sales and Marketing: Partner or Perish
Sales and marketing have a strong relationship. We rely on each other. We need each other.
However, Romeo and Juliet we are not.
But Romeo and...
Tis the Season for B2B Gifting
Every year, there is a last-minute scramble as businesses try to figure out a unique holiday gift for clients, partners and employees. And every...
3 Steps to Fully Optimized B2B Prospect Development
B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that...
Higher Education
Sales trainers often emphasize that in order to gain and maintain a level of competence in selling, salespeople must focus on the basics — Sales 101....
CMO to CIO: “I want to friend you”
A recent issue of Forbes magazine posed the question, “Are CMOs the New CIOs?” The article appeared shortly after the president of my company...
Know What You Need
Sales jobs range from quick-closing, hard-selling, short-term, commission-only positions to the opposite extreme, where the persuasive element is much more subtle and takes place...
We Have a Winner!
Bulova's Precisionist Watch Winner
Congratulations to Peter Barnet, CEO of Promosis Inc., the winner of the Bulova Precisionist watch!
Exclusively for theSales & Marketing Management audience,...
Will the iPad Kill PowerPoint?
Let’s be honest: we’ve all endured a “death by PowerPoint” sales pitch and prefer a dialogue over a monologue any day. Would you shed...
