Good content or good riddance
About two-thirds (67%) of B2B buyers surveyed recently by DemandGen Report (DemandGenReport.com) say they are relying more on content now to support purchase decisions...
Why lips are sealed
Word of mouth is an important ally in your marketing efforts. It can help you overcome skeptical prospects and increase customers’ preference for your...
Sales managers have to earn their wings
Being a sales manager or small business owner is a lot like being an airline pilot, says Al Davidson, founder of Strategic Sales and...
Email that gets read
Anyone can send emails, says sales consultant Mark Hunter (TheSalesHunter.com). Getting prospects to readthem and then do somethingwith them is a different situation altogether....
Stopping ‘steamrollers’ before they roll over you
Steamroller personalities get results but they can also cause major headaches. In his latest book, “Lead Inside the Box: How Smart Leaders Guide Their...
Persistence pays off…eventually
Different sales styles can be successful, but one common denominator among top sales performers is persistence.
Persistence, says self-discipline expert Rory Vaden (RoryVaden.com), is partly...
When bad things happen to early presenters
Turning a discovery sales call into a presentation is like picking a scab – nothing good is likely to from it, but it’s too...
Are you on the same page with HR?
When was the last time you really sat down with your HR director and talked about working as a team? Not recently? Dan Perry,...
6 ways marketing supports B2B sales
Marketing VPs have long asked the puzzling but oh-so-important question: “What in the heck does sales want from us anyway?” The problem is the...
Can marketing really shrink the B2B sales cycle?
At least once a week I talk to a B2B company about how to shrink the sales cycle. Sales executives and CEOs get especially...
