4 Negotiation Strategies to Help Your Sales Process
As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in...
How to Write a Winning Direct Mail Sales Letter
Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. While online tools...
Beat Your B2B Competition Like Einstein Would: A New Theory of Relativity
Albert Einstein thought about big things: space and time; the size, origin and destination of the Universe. Most of us business-to-business marketers are a...
The Missing Key Element to Sales Success
According to IDC, despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement...
Why Consultative Selling Does Not Work for Prospecting
I was recently working with a new client. His mission is to set up appointments on behalf of his manager. My new client was...
Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like
Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how...
The Best Event Sales Trick No One Is Talking About
Digital technologies enable sales reps to reach the global audiences almost instantly, but they eliminated that much-needed human factor from the sales process. This...
Some Additional Thoughts….
Some additional thoughts…
In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor...
Gift card suppliers offer surprising benefits and value
If you are spending $100,000, $200,000 or more on gift cards for your company’s marketing and sales campaigns, you are in good company. The...
6 Marketing Strategies for B2B Customer Retention
Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are...
