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July 27, 2015 12:00 AM
In a joint study on decision making, research psychologists Irving Janis and Leon Mann describe a wartime phenomenon called the “old sergeant syndrome” — when infantry on the frontlines, having witnessed the deaths of many comrades, are known to actually delay making decisions that might protect them from a similar fate. Though anecdotal, the old sergeant syndrome illustrates just how powerful the human preference for staying the course can be.
July 24, 2015 12:00 AM
Content is no longer exclusive to the marketer’s toolkit. There is a common need for good content to support both marketing and sales goals; content that spurs engagement, drives conversion and meets the needs of your customers.  Video is a powerful tool that can work across departments and across the sales cycle. For marketers, video is often a key component of the marketing mix. Its purpose is focused on positioning the brand, promoting products and services and generating leads for the sales team. 
July 23, 2015 12:00 AM
July 22, 2015 12:00 AM
It’s no secret that modern marketing campaigns rarely launch without being accompanied by a major online advertising push. The positions of digital marketer and social media manager have become standard at just about every large American company. The question is: why?
July 21, 2015 12:00 AM
July 20, 2015 12:00 AM
Today there is a phenomenon known as the “Google” effect. That is – technology advances are producing a society where people expect all their technology interactions to be as accurate, fast and reliable as Google. At the same time, consumers are more empowered than ever before, with the ability to research product reviews in milliseconds and competitors just a click away.
July 17, 2015 12:00 AM
While even the word “negotiation” can evoke fear, stress and anxiety for many, the intent is quite simple: to discuss and ultimately agree on a deal. Whether it’s a multimillion dollar contract or just deciding where to meet for lunch, life is rife with negotiations. The negotiation process is a lot like a chess game where strategy reigns supreme – one thoughtfully considered move at a time. Make a careless, short-sighted, ill-conceived move and suffer the perilous consequences.
July 13, 2015 12:00 AM
Highly effective field sales management is the single most important driver of overall sales force performance. We see it time and again: when a company with an average sales team brings on a great manager, that manager elevates the performance of the entire team. In military terms, an excellent sales manager is a “force multiplier” as he or she enhances the effectiveness of each individual rep, leading to significantly higher rates of incremental growth.
July 8, 2015 06:05 AM
For many B2B organizations, summer is an important mid-year turning point – a time to assess sales success, look toward meeting end-of-year goals, and/or plan for your new year. As social selling takes on greater importance in the sales process, organizations – including marketers, trainers and sales enablement professionals – can use the summer months to help sales teams get savvy about social selling, and lay the groundwork for strong sales, whether you’re wrapping up the year or gearing up for the new year. 
July 6, 2015 10:13 AM
Sales and marketing professionals know that the bar for effective sales and marketing engagement has never been higher. We’ve responded with audience-focused campaigns, salesforce and marketing automation, and content targeted to each buyer who influences a sale. Many companies have invested in buyer personas, data mining apps and social media listening posts. And yet it’s hard to find buyers who say that we’ve made their decisions any easier.
July 1, 2015 12:00 AM
In the ongoing battle for market share, brands pour over metrics and tweak strategies to increase customer loyalty. The stakes are high, customer acquisition costs are expensive and most businesses can’t afford to lose sales to competitors. With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences.
July 1, 2015 12:00 AM
When you’re pregnant (or when your partner is pregnant), you start seeing pregnant women everywhere you go. Something similar happens every time we put together our annual summer issue, with its focus on technology’s impact on sales and marketing.
June 29, 2015 12:00 AM
By 2020, nearly 50 percent of the workforce will be comprised of Millennials. They are diverse, tech-savvy, socially connected, and more comfortable “job jumping” to find professional fulfillment. The way Millennials evaluate job opportunities is very different from past generations. Although they require new levels of flexibility, office perks and management styles, the potential return on investment is enormous.
June 29, 2015 03:31 PM
Ben Parr, venture capitalist , startup coach, former coeditor of Mashable, author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products. SMM: You’ve been traveling the country trying to capture attention for your book about capturing attention. What have you found to be most effective?
June 26, 2015 12:02 PM
Ashu Garg, general partner of Foundation Capital, recently remarked, “Technology today is both friend and foe for the CMO. The shift from art to science requires CMOs to reinvent themselves and their organizations or become irrelevant. The CMO of tomorrow is the data nerd of today.”
June 22, 2015 06:12 AM
We have a fantastic group of people in our sales function, and an equally fantastic group of people in our marketing function. But, as I am sure they do in your organization too, they often talk different languages and operate on different timeframes.
June 19, 2015 06:43 AM
Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto their most powerful sales strategy? After all, referred salespeople:
June 17, 2015 12:00 AM
“Nobody was winning.” That’s what Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Division (www.mtcom/pro), said when he inherited the management of the company’s technical documents, called “Certificates of Calibration.”
June 15, 2015 06:33 AM
Critical thinking gets customers out of their box. During my graduate work in training and development, I had the good fortune of taking a psychology class. Toward the middle of the semester, the professor asked me if I would assist him in reviewing more than 20 years of research relating to the way people communicate. At first I was somewhat reluctant. It sounded like a lot of work, and I really didn’t have the time. Then I realized that he had been very helpful to me and very insightful when it came to the material he presented in class, and now he needed my help.
June 12, 2015 12:00 AM
Life in sales isn't fair. You know that. Some salespeople have more than their share of difficulties, and some salespeople get more breaks than they deserve. What fascinates me is how salespeople respond to their difficulties. Some of them use their difficulties as an excuse for their lack of achievement, while others use their difficulties as the motivation for their success.
June 8, 2015 12:00 AM
How much does one-on-one sales manager coaching matter when it comes to sales force performance? A lot, according to new research from Vantage Point Performance and the Sales Management Association. In fact, companies that spend at least three hours per month managing each rep’s sales pipeline through coaching show 11 percent greater revenue growth than those that spend fewer than three hours per month, based on a survey of 62 business-to-business (B2B) companies, 39 percent with revenue greater than $1 billion and 37 percent with revenue greater than $250 million.
June 5, 2015 07:30 AM
Being a leader isn’t easy – if it were, everyone would be one. Leading others comes with more responsibility and accountability in all that you do, at all times. With that being said, it’s important to sharpen the traits that will mold you into the kind of leader you want to be. At baseline, every leader should have honesty and integrity but in order to succeed and inspire others to respect you and grow your business, there are a few traits every good leader should work to develop and perfect.
June 1, 2015 06:51 AM
In today’s virtual age, many salespeople rely heavily on Internet-based sales and marketing strategies to sell products and increase market share. E-selling tactics such as direct email, interactive websites, online advertising, and social media programs are used to supplement traditional marketing, such as TV, radio, print advertising and public relations. All of these can certainly be effective in raising brand awareness. However, face-to-face selling is often the most effective way to build customer loyalty and boost sales.
May 29, 2015 12:00 AM
Higher rates of unsubscription can prove disastrous for companies. Consider an email list of 500,000 individuals. With a moderate unsubscribe rate of 0.2%, the company is losing 1,000 people per email. At an email a week, the company is dropping more than 4,000 prospects or customers a month, a significant deficit that will require marketing to work hard to rectify with new email leads. Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying.
May 25, 2015 12:00 AM
Relationship selling goes beyond emotional intelligence to a disposition of being other-focused to such a degree that you are in tune with others’ emotions, hopes, and desires – and with how you can meet those needs. You can’t change anyone but yourself, so working on yourself is the best place to begin your journey of relationship selling.