Drive Results by Selling Change
You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage...
Look Who’s ‘Carrying a Bag’
When Gail Tifford, vice president for media and digital engagement at Unilever North America, couldn’t find a quiet spot at a 2014 convention to...
Would You Buy from the Presidential Candidates?
It’s no coincidence that the language, strategies and tactics of the U.S. presidential candidates mirror those of sales professionals. As they run sophisticated campaigns...
The Importance of Understanding Buyer Needs
Virtually all companies claim to be “customer-centric,” but set many of their salespeople up for failure with the prodigious amount of product training they...
6 Ways to Drive Favorable Customer Decisions
To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the...
The 2 Biggest CRM Mistakes and What to Do About Them
Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order...
Solving the Sales Hiring Mystery with Predictive Analytics
Early in my business experience, I encountered a mystery. A tightly run inside sales team had an ocean of standardized offices with the same...
Creating Personalized Global Content for Your Prospects and Customers
Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no...
A Story That’s Long Overdue
This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in...
Want More Sales? Then Impress The Top Buyers
Corporate buyers are a force to be reckoned with, commercial king makers, with the power to award huge multimillion dollar contracts. So shouldn’t salespeople...
