Marketing Strategy: Presenting 25 Years of Marketing Truth an Research
Back in 1983, a trio of professors at Penn State founded the Institute for the Study of Business Markets. Their intent was to establish...
Twitter Just a Blip So Far
While the media may have discovered Twitter, more than half of all Americans aren't using it. Findings of the Online The Harris Poll, conducted...
Giving Salespeople a Titanium Spine
Here's a "fun" after-lunch exercise: Grab your nearest salesperson and dissect him on the spot. What do you think you'll find under that polished...
Welcome to the Story Business
I've got a confession to make: I recently spent an entire weekend watching HBO's The Wire, getting through 17 episodes in just two days....
Cha-Ching is the Thing
Unlike relatively straightforward consumer purchases, the business-to-business buying cycle is often drawn out and complex. And from the seller's side, the process is costly...
Contracting Motivation
Consider the things your employees do that you wish they wouldn't. Allison, for instance, chews gum—loudly—when she's on the phone with customers. Calvin consistently...
How to Convince Anyone to Buy a Product or Service
Did the title shock you, or provoke a response from you in any way? If you are a star sales performer, or...
B2B Pricing: The Top 10 Margin-Killing Myths
Over the years, a perplexing contradiction has emerged in the B2B sector. On one hand, it's fair to say every B2B company would like...
CRM…or Expensive Junk File?
There has been a rapid commoditization of customer relationship management software, with a wide variety of choices now available and prices falling dramatically. Clearly,...
Guest Column: Five Rules for Sales Disaster Turnarounds, Part 1
First let me clarify that I did not set out in life with a goal of becoming proficient at turning around sales disasters. Maybe...
