Sales & Marketing Management

Doug Bushée, a VP analyst in the Gartner Sales Practice, clarifies what we’re talking about when we talk about digital sales transformation and explores three pitfalls to avoid.

Michael Bungay Stanier is an author, speaker and entrepreneur with a background in leadership training. We explore some insights from his latest book, “How to Work With (Almost) Anyone,” and learn why effective collaboration starts by discussing how you will work together before talking about what work will be done.

Group incentive travel remains one of the most impactful incentives a company can deploy. Two incentive travel experts talk about making the business case for these programs and meeting participants’ expectations.

Colin Coggins and Garrett Brown, authors of “The Unsold Mindset,” set out to write one book about the world’s greatest sellers and ended up with something completely unexpected.

Incentive and engagement solution providers offer software platforms that are proven to increase the engagement of program participants, improve ROI, and enhance the overall experience of incentive, recognition and consumer loyalty programs.

In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.”

Dan Gottlieb, senior director analyst in the Gartner for Sales practice, admits he's hustling to stay ahead of the impact of ChatGPT and similar AI-powered technology.

There are numerous goal-setting sins, but we focus on five and speak with three experts about why these mistakes can have such a negative impact.

Mark Shopmeyer, co-founder and co-CEO of sales commission software startup CaptivateIQ, says sales compensation plans don't have to be the headache they are for many companies.

Sridhar Ramanathan - co-founder and chief operating officer of Aventi Group - expounds on why misalignment occurs so often between B2B sales and marketing teams, and how to fix it.

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them."

In our discussion, Ayelet Fishbach talks about why goals need to be different than chores; the importance of self-selected goals; how inexperienced and experienced (expert) workers take negative feedback differently; and what she thinks about the increased movement to help others find purpose in their work.

Douglas Cole, enterprise sales leader at LinkedIn Sales Solutions, says changing trends in B2B customers, connection and workplace culture are key areas today's sales leaders should be focused on. In this podcast episode, we dive deeper into points he covered in an article he wrote.

Martin G. Moore says it's an unspoken truth in the corporate world that there aren't that many good leaders at the top of organizations, but he has some ideas on how to fix that.

Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

Only 16% of buyers say that sellers convey value effectively when selling virtually. Jonathan Carlson and Jake Miller of Allego explore the rapidly evolving world of conversation intelligence - how sales leaders can provide reps with personalized recommendations for content follow-ups and learning.

Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. A discussion with Gino Palozzi, Senior Vice President of Marketing at Dun & Bradstreet.

Author Bob Nelson and Mario Tamayo, two guys who have decades of experience in maximizing employee performance, explain how leaders can bring fun and low-cost fun into the workplace and why that is so important. An SMM webinar-turned-podcast.

These three questions help sales teams become more acclimated to the sales application process after sales training has been completed. The questions position a sales leader to ask one final question that drives greater acceptance of sales coaching and feedback.

In this SMM webinar-turned-podcast, Shawn Finder, founder of sales automation software company Autoklose, reviews the top technology tools for growing business long term, from the top-of-the-funnel stage to closing deals.

Like it or not, some aspect of virtual sales is here permanently. Wayne St. Amand and Bob Basiliere of virtual learning platform provider Allego discuss how sales enablement must adapt to that reality. Hint: It involves AI.

In-person meetings are happening, but McKinsey states that 40% of B2B sales will remain virtual, at least for now. Are you adapting your coaching so sales reps will be ready for any selling situation, be it virtual, in-person or a hybrid approach?

Tim Hagen explains in eight minutes why the No. 1 opportunity for sales teams today is to get reps to reinvent themselves as subject matter experts.

There's increasing uncertainty in the B2B digital marketing world caused by privacy rules butting up against a desire to personalize messages in attempt to stand apart from competitors. In this 22-minute podcast, Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world.

Kendra Lee, president of KLA Group, provides a formula for writing prospecting emails that not only get read, they get responded to. Because half the battle is starting a conversation.

If sales leaders don't coach how to handle objections, salespeople often get lost when they occur. Tim Hagen reviews a three-step strategy to handle objections better.

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team.

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly.

From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after.

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face.

The goal of feedback is to give it thoughtfully and professionally and to receive it thoughtfully and professionally. Too often, one or both sides of that equation don't grasp how to make feedback effective.

Sean Crowley, Dun & Bradstreet VP of Portfolio Marketing, explains Rev.Up ABX, a RevTech platform that culls the most important customer data to help companies better understand prospects.

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan.

This three-step process is a very simple strategy to deploy to build higher performing sales teams.

Are you coaching for development or simply sales production? Mike Carroll reveals how to use specific sales coaching strategies for individual sales rep development.

Dun and Bradstreet Chief Marketing Officer Stacy Greiner discusses the proliferation of digital marketing tools and how her company helps clients deliver a unified buying experience that is personalized for buyers.

Buyers are purchasing more products and services remotely and on demand - it's imperative sales teams and their members position themselves as subject matter experts and there is no greater opportunity than video.

In this 25-minute interview, sales coach Mike Carroll reveals some of the trends that leaders need to be aware of to field effective virtual selling teams.