How Effective Listening Helps Build Customer Relationships and Close Deals

While the main thing customers are looking for is whether your product or service meets their needs, it’s not the only factor they consider. As the HBR report found, good listeners have conversations that build the other person’s self-esteem.

Marketing Cuts Have Consequences

Cutting marketing budgets reduces leads, which lowers revenue, which leaves managers questioning their decisions.

Beyond the Pay Mix: What Makes Salespeople Tick Today

How do you engage and prevent your current sales force from leaving the company? Bringing the benefits of the gig economy into your sales and compensation strategy will reap rewards.

Q4 is Here: Let’s Talk Contract Renewals

Solidifying and retaining a strong client base should take priority over securing new customers. Here are three best practices for keeping customers coming back.

A Simple ‘Thank You’ Can Make You A Better Leader

Saying “thank you” is a simple but powerful gesture. And it can lay the foundation for a positive relationship with bosses, subordinates and co-workers when the time comes for you to ask someone to go the extra mile.

5 Footprints to Build a Strong Sales Mentorship Program

A mentorship program can have a significant impact on the bottom line, but it's important that it's done well. Here are some tips.

Virtual Training Can Outperform the Classroom

A new controlled field test proves the effectiveness of learning online.

The Customer Journey and the ROI of Marketing

To access the true return of each marketing channel, B2B companies must find ways to adjust their traditional success metrics.

The Hottest Trends in Inside Sales

Technology and the entrance of millennials into B2B sales is driving significant change. Here are some trends you need to be on top of.

When Leads Don’t Convert, the Blame Game Begins

Do the sales leads suck, or is there something else that causes sales to slump? Those we spoke with say missed forecasts are the result of a combination of things from both sales and marketing.

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.