Staying Competitive in a Down Economy
The financial mess is hurting everyone, and sales professionals are no exception. They're finding clients reining in costs and key advocates of their company...
Madoff, Intelligence and Lost Customers
What do the Bernie Madoff scandal and lost deals/customers have in common? They are the result of poor intelligence. Fortunately, while we can't turn...
Is Your Sales Team Creating Real Differentiation?
To avoid the pitfalls of competing on price, salespeople are often told they need to "sell the value." Selling the value implies the salesperson...
Exceeding Expectations: The True Key to Value
Okay, the economy is unquestionably “bad,” but most of us still have to put food on the table, manage our business, and produce a...
Pay-Time Focus: A Formula for Sales Success
A good salesperson knows the difference between pay time and non-pay time. In other words, they know how to effectively manage activities that pay...
Microsoft Apps Come Alive in Windows Mobile Push
Microsoft, which has been firing on all marketing fronts this year with launches for its Bing search engine and looming launches for its Office...
A Marketer’s New Worry: Are My Ads Retweetable?
For some time, publishers of editorial content have included tags that let readers retweet, Digg or add stories they like to their Facebook page....
Virtual Shopping, Real Results
Despite the flash-in-the-pan success of virtual reality mediums like Second Life, marketers are flocking to VR—for research purposes. Computerized store simulations—in which consumers...
Virtual Shopping, Real Results
Despite the flash-in-the-pan success of virtual reality mediums like Second Life, marketers are flocking to VR—for research purposes. Computerized store simulations—in which consumers...
Survey: CMOs Unhappy with Digital
CMOs see digital as the medium of choice in this economy, but aren't getting what they want out of it, according to a new...
