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...
How to Leverage the Power of Video for Sales and Marketing Synergy
In today’s increasingly digital landscape, organizations are more distributed and mobile than ever before. But, in the case of sales and marketing, mobility can...
Coaching Tips for Winning the Email Marketing Game
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This year’s March Madness tournament is underway, and 68 college basketball teams from across the U.S. are once again competing for...
