Dare to dream, but ambition gets more accomplished
In his new book “The Hidden Agenda: A Proven Way to Win Business and Create a Following,” author Kevin Allen defines “real ambition” as...
Watch Congress and do the opposite
We’d be remiss if we reinvigorated the Sales & Marketing Management brand in print and online without including a kernel of wisdom from Seth...
The buyer’s lament
If you’re finding it harder and harder to set up meetings with potential buyers, you’re not alone. Sales prospecting isn’t easy these days. But...
3 e-mail errors that lead to low response
Sending e-mail to prospective customers can feel as hopeless as leaving that fifth or sixth voice mail. But your salespeople can improve their results...
Is Your Sales Team Negotiating Value (Part II)
Many managers think their sales team needs help building negotiation skills but they can’t articulate why. In this second part of a two-part article,...
Is Your Sales Team Negotiating Value? (Part I)
Many managers think their sales teams need help building their negotiation skills but can’t articulate why. Most salespeople possess some level of intuitive negotiating...
How to Say ‘Sorry’ to an Angry Customer
By BILL ROSENTHAL
You just got word that a customer’s angry. The shipment was late or there’s a pricing error on the invoice. Or maybe...
Are You Trying to Control the King?
By JOHN GOLDEN
While most sales organizations subscribe to the concept of being buyer-focused, particularly in the complex sale, it has always been accompanied by...
6 Salesperson Onboarding Mistakes That Can Lead to Disaster!
By LEE B. SALZ
When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if...
Marketing Asset Management Grows Up
By SCOTT RICHARDSON
It starts with the realization that it would be useful to exchange data between your company’s marketing systems and your enterprise ERP...
