Playing Chess Instead of Checkers In Sales

Thinking three or four steps ahead of the competition.

Perception vs Reality: Men and Women In Sales

Do men and women sell differently? Is one gender a more natural seller than the other? We aim to settle the debate.

How to Establish Trust Among Your Peers

Establishing trust is essential to success in B2B sales. The way to do that includes learning the language of your industry.

From the Switchboard to Social Media: A Brief History of Customer Service

No matter the industry a company serves, it is imperative to provide customer service across a multiplicity of channels. Here's a closer look at how this integral aspect of doing business has evolved over the years.

Ease Compliance Woes With Better Data Management Processes

Sales organizations should be asking these questions to ensure better data management processes and compliance with data privacy regulations.

How Sales Teams Can Recruit & Retain College Grads in the Tight Labor Market

Only 51% of Gen Z employees say they see themselves having a long career at their current organization. Considering it can cost up to one-third of a Gen Z worker's salary to replacement him or her, it's important for companies to learn how to retain their entry-level workers.

Changing Trends of Experiential Marketing

Customers are not looking for products. They are more interested in finding a solution to a specific problem. That's why sales professionals need to not just push the product to the customer.

Why Remote Workers Are Prone to Hacks

Remote work arrangements benefits both employers and employees. However, there are risks involved, including a higher risk of computers being hacked. Here's how to minimize that risk.

Dumbness isn’t a destiny

In his new book, “Nincompoopery: Why Your Customers Hate You — And How to Fix It,” John R. Brandt says managers are the key to squelching the corporate stupidity that drives customers crazy.

Behavioral science can accelerate lead generation

Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions.

The leads are weak —  so now what?

“The leads are weak,” Jack Lemmon’s character, Shelley Levene, tells Alec Baldwin in “Glengarry Glen Ross.”

4 Keys to Gaining the Most Value From Your CRM Program

CRM programs go above and beyond marketing and sales. They can help you learn more about product development, service design, and even customer insights. Here are four steps you should take to get the most value from your CRM program.

How AI Enhances Sales Intelligence

How the use of artificial intelligence helps salespeople reduce time spent and make their jobs easier.

Does Remote Working Really Work?

A summary of the pros and cons of a remote work force.

Five Tips for Transitioning Into a Sales Leadership Role

What does it take to make the jump from sales rep to sales manager? These five tips provide a starting point.

Asking Isn’t As Easy As You Think

It's a simple fact - so many salespeople are just not good at asking for the sale.

The Accidental Sales Seminar

Editor’s Note: In this excerpt from his book “The Accidental Salesperson” (Amacom Books, 2012), Chris Lytle relays the “accidental sales training” he experienced while tagging along with his wife on a tour of the Waterford Crystal factory in Ireland.

Pages