Managing customers as assets helps halt the revolving door
“Leaders must start taking it personally that customers are departing from their business,” states Jeanne Bliss in her new book, “Chief Customer Officer 2.0:...
Secrets to video marketing success
Video has immense potential in B2B marketing, but many companies have been slow to adopt it, states Chuck Kapelke in a story for B-to-B...
Sell like you’re a startup
If your salespeople think their prospects are hard to impress, try having them sell to venture capitalist David Wells of Kleiner Perkins Caufield &...
4 negotiation mistakes that can kill your deal
Sales negotiations can go awry quickly, and in any number of ways. While there’s no surefire way to barter a positive outcome, avoiding a...
Should you lose the “I” in your incentives?
Formal teamwork is present in a majority of companies and, informally, every organization is in fact a large team of employees. But managers continue...
What’s ailing employee wellness programs?
Americans continue to fuel a fitness craze. By any measure — total health clubs, fitness trainers and sales of fitness gear — growth in the past decade has...
How to Realize Greater ROI from the Millennials on your Team
By 2020, nearly 50 percent of the workforce will be comprised of Millennials. They are diverse, tech-savvy, socially connected, and more comfortable “job jumping”...
Customer Identity Management as a Revenue Driver for CMOs
Ashu Garg, general partner of Foundation Capital, recently remarked, “Technology today is both friend and foe for the CMO. The shift from art to...
5 Ways to Close the Marketing vs. Sales Divide
We have a fantastic group of people in our sales function, and an equally fantastic group of people in our marketing function. But, as...
There’s No Cheat Sheet for Referral Selling
Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto...
