Trend spotting drives innovation
“Every business leader, entrepreneur, innovator and marketer wants to know where customers are headed. The problem? The received wisdom on how to find out...
3 management lessons learned on the job
The skill set one uses as a manager is often completely different than the one used to earn the job, says Meghan Keaney Anderson,...
B2B marketing ideas for LinkedIn users
LinkedIn isn’t just a social network for job seekers and recruiters anymore. Over the past few years, it’s evolved into a powerful lead generation...
Sales is not a solo endeavor
Today’s B2B sales professional must navigate a rising tide of decision makers, influencers, cosigners and stakeholders. With each new person who is introduced to...
Messiahs can’t always lead
Charismatic CEOs are often famous, and they make good copy; in 1997, business magazines featured photographs of C. Michael Armstrong, the incoming CEO of...
The poisonous effects of mushroom management
Sales managers keep their reps up to speed throughout the year on how their individual performance rates, but how well informed are they on...
Luxury, experiences top 2016 recognition trends
Increased budgets and tailoring incentive travel and other recognition to suit more unique tastes are among the workplace incentive and recognition trends identified by...
‘Shark Tank’ Follows Our Lead on Extreme Sandbox
Back when he was entertaining viewers with his parody of a conservative TV talk show host on The Colbert Report, Stephen Colbert frequently crowed...
What Your Sales Strategy Missed in 2015 and Where to Focus in 2016
Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team....
Getting Out of the Sales Prevention Business
All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are...
