Special Report...

A New View of Management: Where Workplace Motivation Goes From Here

In the short time that people have been completely focused on the COVID-19 pandemic, there has been a flood of stories on how to keep workers engaged and productive. The challenge for business leaders is determining what changes regarding management are temporary and what might be more lasting.

This special report from the team at Sales and Marketing Management magazine contains guidance for managing and motivating in this uncertain time and for the period beyond that.

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.