5 Actions to Generate More Sales from Existing Customers

There are no shortcuts to creating and implementing an effective, long-term sales strategy, but sales teams can take these five actions to get that strategy on track – and keep it there – by generating more sales from existing customers.

Trust and the Rise of the Transparent Seller

How can sellers understand technology advancements, adjust, and actually have buyers looking forward to their interactions with sales professionals? In a word, transparency.

Artificial Intelligence and the Future of B2B Sales

Most salespeople have far too many mundane responsibilities on their “to-do” lists. Each one takes focus away from wowing customers and engaging in continuous learning, and it robs your company of precious revenue.

Las Vegas may get Musk-designed people mover

The board of directors for the Las Vegas Convention and Visitors Authority (LVCVA) recently approved a plan to work with Elon Musk’s Boring Company to design, construct and operate a people mover that serves the city’s convention center.

Grandpa Charlie’s 8 Success Tips for Sales, and Life

Grandpa Charlie traveled as an immigrant from Cyprus to the U.S. at age 16 to make a new life for himself, and retired at 60 a millionaire. His wisdom can benefit anyone in business and in life.

Hard for you to say you’re sorry?

The inevitable customer crisis can become one of your best opportunities to deepen customer commitment — if you handle the failure properly.

Does Your Product Description Create a Guessing Game?

If you can’t clearly and succinctly explain how your product or service will help prospective buyers, can you seriously expect them to invest in you?

The Science Behind Successful Sales

When it comes to hiring, training, managing and coaching salespeople, there is actually a formula for success with some science behind it.

Email: The Next Frontier in Digital Marketing (Yes, Really)

Today’s email and digital marketing landscape has much yet to be discovered, much to be feared and so much to hope for.

Align Your Sales and Marketing Teams in 5 Easy Steps

The most important audience your marketing team has isn’t potential partners or customers – it’s the folks on your sales team.

You Are the Brand

In today’s highly competitive world, loaded with options, the individual is “The Brand,” so consider very carefully what you want your brand to represent.

Workplace Wellness Can Deliver a Healthy ROI

An increasing number of companies are looking to play a larger role in their employees' overall health. There are a number of reasons why this makes sense.

The Role of Artificial Intelligence in Relevant Buyer Experiences

Today's B2B buyers expect personalized, relevant, and seamless content and experiences throughout the purchase journey. Successful organizations are adopting artificial intelligence as part of their sales enablement strategy to better identify and replicate what content works for top performers.

Is free food at work a perk or a problem?

At the height of the dot-com boom in the late 1990s, much was written about the five-star-worthy cafeterias that high-tech companies created, offering free meals and elaborate snacks to keep their employees engaged and maybe even working extra hours.

Walking the Tightrope of Sales Compensation Modeling

While most CSOs scrutinize compensation designs and the tie between rewards and sales strategy, very few are paying attention to how the sales compensation plans are modeled. It’s not enough to ask if a sales compensation plan was modeled. A CSO must ask how the sales compensation plan was modeled.

How a Manual SEO Audit Can Improve Your Sales Funnel

Manual SEO auditing can help in the battle to land on first-page search results.

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

When it's time to negotiate an agreement with a buyer, playing  your cards face up on your pricing model will produce the most consistent positive results.