How Deal Desks Are Making Sales Teams Stronger
“We are difficult to do business with,” a sales executive at a large technology company said recently. “Between information security, pricing, and the contract...
Giving It to Them Straight: 360-Degree Feedback for Your Sales Team
Once upon a time there was a salesman. He worked hard every day and, as long as he met or beat his targets, very...
How Mobile Is Driving the Future of Field Sales
No one likes paperwork, not least salespeople who want to spend their time meeting customers and selling rather than typing up reports. This is...
Top Performers – March-April 2016
More than ever, choice is a key element of successful marketing campaigns. It stands to reason that it’s important in workplace incentive programs as...
Diversify to optimize your company’s competitive edge
Your competitive edge is the advantage you hold over your competitors. In sales, the competitive edge means the difference between winning and losing deals....
4 ways social media has given women an edge in sales
Like a number of women who have enjoyed success in sales, I have built my career in tech sales by using social media to...
Are you female-friendly?
Some companies are making the effort to add women to their sales teams but are struggling to make progress. Trish Bertuzzi, president and chief...
Gender differences matter when selling to women
Editor’s note: Just as it’s true that more women are succeeding in B2B sales positions, a larger percentage of women also are playing a role...
Product Review – March-April 2016
There continues to be a lot of talk in management circles about the challenges posed by leading different generations in the workplace. Do Millennials...
Set the table for offsite success
An off-site meeting can shake things up and revitalize and reenergize your employees, building team spirit and getting everyone’s creative juices flowing again. A...
