Keeping Remote Sales Teams Productive

The shift to connecting digitally with your sales team and your reps connecting digitally with prospects - at least a good deal of the time - is likely here for the long term. That will require some new approaches to maintaining productivity and high morale. What skill sets will help accomplish that?

The Perfect Time to Employ A Subscription Model

The recurring revenue that comes with a successful subscription model is the ideal shield against an economic downturn of any kind.

The Coronavirus Changes Our Perspective on Sales and Marketing

Now is the time when sales and marketing does make a difference. Sales and marketing teams need to rephrase the questions they are asking.

5 Reasons Why Your Email Marketing Is Falling Short

As a marketing tactic, email isn't old and ineffective. In fact, i the current environment, it's time for an email resurgence. But you have to avoid these common mistakes.

From Crises Come Creativity

"It's in a crisis that inventiveness is born, as well as discoveries made and big strategies." Einstein may or may not have said that, but it's what leaders should remind their teams of as we try to emerge from the past two months.

The Right Kind of Help Is Not What You Think

Here's how the best sellers help their customers thrive during and beyond COVID-19.

Will We Ever Meet Again?

When will you feel comfortable flying again? When will you not hesitate to attend a conference where you will file into a room with hundreds of other people? It’s a question without an answer at this point. And when there is an answer, it will likely be different for different people.

How to Use Data to Power Your B2B Sales Strategy

Less than half of B2B sales reps are using data even though 85% of those who do say it makes them more effective. What are you waiting for? Here are some ideas for leveraging data as part of your B2B sales strategy.

Should we even be selling in this environment?

Your customers want to have conversations about the challenges they’re facing. Isn’t that where sales begin?

Communicate to connect

As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly.