Pacing Your Sales Speed to a Customer’s Need
By Kevin Davis
Most salespeople have been taught that a faster pitch means a faster close. In my experience, salespeople who hurtle through their sales...
CRM and Sales Training: Improving Sales Through Integration
By STEVE CARLSON
How familiar is this scenario? Your team goes through an intensive training program aimed at improving sales effectiveness. However, once training is...
What’s Really New in Public Relations
By FORD KANZLER
This addresses all the proclamations about public relations being dead, or perhaps conversely that it’s “a whole new game.” It has always...
Why Social, Why Now & What You Must Do About It (Part II)
In the first part of this article, we talked a bit abstractly about the social channel and its rapid growth and expansion. Now let’s...
Why Social, Why Now & What You Must Do About It
By LEN SHNEYDER
I recently sent my 1,000th tweet. It was the middle of the day – I was at our North American user conference....
Managing Vibrant Boomer Women
By STEPHEN REILY
2011 may be the year when the first Baby Boomers turn 65, but the average Boomer is still only 54, and the...
Bringing Effective Strategies to Brand Licensing
By DAVE MATLI
Increasingly, marketers are jumping into brand licensing. However, there are perceptions that it’s a simple, low-cost way of creating new revenues without...
Why Your Numbers Are Down
By NICK VAIDYA
Every activity, project or goal is built upon certain core elements. If these elements are not working properly then no matter what...
Five Common Afflictions of Sales Teams
By JOHN R. TREACE
I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that...
The Gap Between Marketing and Sales Impedes Your Lead Process
By DAN McDADE
One well-known analyst group documents that 70 percent or more of leads aren’t being followed up by sales. Another group claims that 80...
