Top Predictors of Damaged B2B Accounts
When it comes to predicting if a business-to-business (B2B) account will cross from strong to at-risk, pay special attention to how well your corporate...
Breaking Down Silos and Building Bridges
Today’s customers expect more out of their buying experiences than ever before. These customers are also more intelligent than ever – with the explosion...
Secure Overlay Resources to Accelerate Complex Enterprise Deals
Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin. You’re straining at the rod, trying to reel...
Sales Forecasting Is Not an Oxymoron
Although extremely important in determining businesses’ ability to meet its revenue targets, surveys show that nearly 60 percent of sales forecasts are largely inaccurate. More...
3 Ways to Improve Your Ability to Close
The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not. Here are...
A Skills Deficiency of Our Own Making
Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own...
Embracing the Artificial Intelligence Mind-Set Without Losing the Human Touch
Traditional salespeople need to learn that what they say doesn’t always go.
But they would be forgiven for holding onto this mind-set, especially if they...
As Go Your Sales Managers, So Go Your Salespeople
In a past survey, the Association for Talent Development revealed that a whopping 87 percent of managers become such without prior management training and...
The Meetings and Events Whisperer
Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX...
Companies Create New Strategies to Respond to Brand Bullying
Finding news stories, blog posts and other content about “the problem with user reviews” isn’t hard. Reviews and rankings connect with so many disciplines...
