Sales & Marketing Management

James Chitwood, author of “Leadership Is Not Enough,” says companies should stop overinvesting in hero leaders and recognize that when you establish a true performance culture, workers continue to excel whether or not the leader is there.

Sabina Nawaz is an executive coach and former Microsoft manager whose new book, “You’re the Boss,” provides insights on a wide range of challenges, traps and best practices for new managers and veterans alike.

We used NotebookLM, an AI-powered collaboration tool that creates audio summaries, to pull out the highlights of our Focus Report feature on the leadership style of Donald Trump.

Britt Yamamoto shares insights from his book, “The Soil of Leadership,” in which he shares lessons learned on a sustainable farm in the Japanese countryside and how they can be applied to business leadership roles.

Russ Hill, co-founder of Lone Rock Leadership, shares the three key things that companies who develop strong leadership do well. It’s a great companion pod to our Focus report on what makes for great leadership.

“Sales enablement specialist” is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly? And are companies maximizing their investment in sales enablement tools? Deniz Olcay, vice president of marketing at Allego, explains why it’s a critical component of a go-to-market strategy, and why it’s much more than what’s in your tech stack.

In 2025, data intelligence has moved from being a competitive advantage to an operational necessity. Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

Appreciation in the workplace works best if you do it in each recipient’s appreciation language of choice.

In our continuing conversation with Paul White, author of "The 5 Languages of Appreciation in the Workplace," we discuss why praise is such a powerful motivator. Words of affirmation is the top language of appreciation for nearly half of all workers. White explains why praising colleagues is not as simple or intuitive as it may seem, and why words of affirmation can't just flow from managers to subordinates.

Ric Neeley of Hinda explains why B2B sales teams are increasingly using incentive programs that reward reps for completing steps to the sale and not just closed deals themselves.

Discover how adapting Gary Chapman's "The 5 Love Languages" to the workplace can enhance employee engagement and productivity. In this podcast series, psychologist Paul White discusses the impact of "The 5 Languages of Appreciation in the Workplace" on creating authentic appreciation and better work environments.

Michael Hinkle, a B2B sales veteran turned coach, talks about why slow sales periods happen and how to get out of them.

In this episode, we talk with two leaders of incentive program providers about the science behind keeping the energy and enthusiasm generated by sales kickoffs going throughout the year.

Product-led sales no longer works in an era of self-educated buying teams. Julie Thomas discusses the new era of value selling.

Gartner Director Analyst Adnan Zijadic discusses his report “How GenAI Will Revolutionize Sales Force Automation Platforms.”

Stephanie Harris is a veteran of the non-cash incentive industry and, for the last three years, president of the Incentive Research Foundation. We spoke with her about emerging trends in group incentive travel, including designing events for today's multigenerational work force.

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.