Seven Sigma Selling
By NEIL MAHONEY
Here are seven tips based on actual experience that can help salespeople maximize their scarce, but valuable time. They show how to...
Making Friends With the Enemy
By KARL-HEINZ SEBASTIAN
He feels like he’s in the dock, facing a sentence from the judge. The wooden bench he’s sitting on is cold and...
5 Ways Sales Can Get Better Leads From Marketing
By ADAM BLITZER
It’s an age-old battle: the war between sales and marketing. Marketing runs a campaign that generates hundreds of leads, and then rests...
Conquering the Content Crisis
By ANDY ZIMMERMAN
Many companies today are finding themselves mired in a content crisis – one that stems, somewhat paradoxically, from both content overload and,...
Refocusing Customer Intelligence
By DEAN DAVISON
Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that...
Sell Smarter, Not Harder
By NEIL MAHONEY
A study of 722 U.S. business executives showed:
1. Almost 60 percent said their company only converts 10 percent of their leads to...
Marketing Under Siege
By PAUL RAFFERTY
A pattern is emerging in B2B marketing -- CEOs are frustrated that they can't find a VP of marketing who can do...
Refocusing Customer Intelligence
By DEAN DAVISON
Sales reps crave insight into customer challenges and information about competitors already working in their accounts. However, a recent Forrester report reveals that...
Can you name the most important step in the sales process?
By CHRIS BENNETT
There is one step in the sale process that has a disproportionately large impact on whether your sales team makes a sale...
Social Media for Medical and Health Care Sales and Marketing? You Betcha!
By CARY M. SILVERMAN, M.D.
Ironically, even with the increased privacy laws and regulations surrounding patient care and protections – the ability for doctors and...
