Five rings of customer insight
“Know the customer,” is a mantra that many sales and marketing managers teach. It’s what the cover story in this issue is all about...
Are your reps lying to you?
Inc.writer Geoffrey James has news for sales managers: some of your reps lie to you.
If your reps are spinning any of these stories, they either...
Who you know does count
Good salespeople have always intuitively known that leveraging contacts to generate leads and close deals is a highly effective approach. One recent study aims...
Top Performers – July/August
Our advertising partners have great new incentives for your upcoming campaigns
Connect. Collaborate. Contribute.
The Gift Card Network is a marketing and education platform created specifically...
Bad data = a big problem
Given the complexity of B2B data, it’s a big job to manage it effectively. The fact that so much data is stale, duplicate, or...
Why gift cards trump cash as a motivator
While it’s true that managers and HR professionals like recognizing stellar performance with gift cards because they are easy to administer, they would be...
The plastic they can use with pride
It’s every trainer’s worst fear: a roomful of disinterested, “tell me something I don’t know” participants staring blankly at you, or worse yet, not...
Misunderstood Marketing
There’s much discussion these days about sales and marketing alignment, reflecting perhaps the sometimes uneasy relationship that exists between them, particularly in the business-to-business...
Social media gets mixed reviews regarding sales impact
It takes time to develop relationships that lead to sales, but a large percentage of marketers who take the time find great results. For...
Avoid the doublespeak trap
If you’ve been in the corporate world for any amount of time, you’ve no doubt heard something like this:
“My leadership philosophy is to optimally...
