Deadly Sins: Failing to Sidestep Into Related Markets
By Neil Mahoney
In last month’s article (https://salesandmarketing.com/article/deadly-sins-don%E2%80%99t-overlook-obvious), we talked about market segmentation and how a company often can sidestep into related markets where the...
How Quarterly Mystery Shops Help Diagnose Problems…
By Joan King, managing director, Loyalty, UniFocus
Historically, service-based industries such as retail and hospitality have utilized mystery shoppers to help them diagnose problems—since the...
Sales & Cinema: How to Craft a Movie Event for Your Sales Team
By Mike Nelson, Vice President, Sales, NCM Fathom Business
All too often, the national sales training meeting is a universally dreaded experience. It’s just another...
How to Drive Sales Transformation with Tailored Coaching
By Brian Lambert, Senior Analyst, Forrester Research
Today’s customer expects the sales team to engage with a clear understanding of who they are, what they...
Sales and Finance Work Together in the Best-Run Companies
By Jeanne Marzano, Controller, and Niranjan Samant, Vice President, Sales and Client Services, Equilar
Sales and Finance always have been two separate business departments. Despite...
Case Study: AAA WCNY Improves Member Services with CRM
Offering emergency roadside assistance, travel services, insurance, and financial services. AAA Western and Central New York (WCNY) is among the largest of AAA’s 41...
Sales Performance: What’s It REALLY All About?
By Dr. Janice Presser, CEO of The Gabriel Institute
It’s been said that the only deal some salespeople are really good at closing is the...
What I Learned About Selling From…Movie Super Villains?
By Russell Riendeau, Ph.D., founder, East Wing Group, Inc.
Who’s your favorite movie villain? Dr. Evil, Dr. No, Gordon Gekko, Hannibal Lecter, Darth Vader, The...
The Complex Sale: Not a Transaction But a Project
By Cynthia Spraggs, Senior Manager, Sales Program Support PMO for Cisco Systems, Inc.
An international retailer faced a pressing need: to build more traffic through...
The Value of Face-to-Face Marketing in a Virtual Age
By Rob Murphy, Chief Marketing Officer, MC2
The popularity of communicating virtually—whether through e-mail, instant messaging, LinkedIn, Twitter, or other social media channels—has had a...
