The Fifth “P”
By RICK KASH and DAVID CALHOUN
In the flagrantly expansionary economy of the past several years, sloppiness in planning and execution were hidden as business...
Implementing an Integrated Sales Management Process
By ROBERT S. GNUSE
While sales are sharply declining, technical professionals are happily busy with existing work and headquarters…well…the mantra is consistently implying that “we’ve...
How to Sell the Plague: Part 4
By RICHARD A. PLINKE
Editor’s Note: This is the fourth installment in a 10-part series of excerpts from Richard A. Plinke’s upcoming book, “How to...
Five Pitfalls to Successful Shiny Object Marketing
By DAVID LaBONTE
Shiny objects are more than mere attractive baubles. For millennia, man has elevated shiny objects not only to the pinnacle of desire,...
6 Tips for Driving Social Sales Success
By BARBARA GIAMANCO
A fundamental shift in the way that people communicate has occurred requiring salespeople to adapt their process and approach. Most are moving...
Sell Smarter, Not Harder
By NEIL MAHONEY
Positioning was the word that was used in the 1980s, the Golden Age of Marketing, to describe the multi-step process marketers must...
Baby We Were Born To Run, Part II
By RICHARD PLINKE
Editor’s Note: This is the third installment in a 10-part series of excerpts from Richard A. Plinke’s upcoming book, “How to Sell...
EBSCO Information Services Reaches for the Cloud to Retain Customers and Grow Accounts
Established in 1944, EBSCO is the world’s leading information agent providing consultative services and cutting-edge technology for managing and accessing quality content, including print...
Baby We Were Born To Run
By RICHARD PLINKE
Editor’s Note: This is the second installment in a 10-part series of excerpts from Richard A. Plinke’s upcoming book, “How to Sell...
Talk is money
By SCOTT ZIMMERMAN, President of TeleVox Software, Inc.
The request is all too common in marketing departments across corporate America today: “Keep customers happy, and...
