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July 22, 2011 06:22 AM
July 17, 2011 07:37 PM
By STEVE CARLSON How familiar is this scenario? Your team goes through an intensive training program aimed at improving sales effectiveness. However, once training is complete there is little input on how or when the skills learned should be used to improve the selling cycle. Employees may understand the training, but aren’t familiar with ways to apply the new skills to create mutually beneficial relationships with clients.  Reinforcement of skills post-event is a challenge, and technology is absent from the learning strategy.
July 17, 2011 08:06 PM
By Kevin Davis Most salespeople have been taught that a faster pitch means a faster close. In my experience, salespeople who hurtle through their sales process without paying attention to the speed of the customer’s buying process are going to lose the sale.
July 11, 2011 06:09 AM
July 7, 2011 06:32 AM
In the first part of this article, we talked a bit abstractly about the social channel and its rapid growth and expansion. Now let’s talk about how to leverage and optimize our existing digital strategy – in order to do this effectively we have to stop thinking of e-mail as isolated or something we do on the side. Rather, think of it as I said before: content for the express purpose of consumption and with a bit of luck and ingenuity, conversion.
July 4, 2011 10:36 PM
By LEN SHNEYDER I recently sent my 1,000th tweet. It was the middle of the day – I was at our North American user conference. The tweet went something like this: “This is my 1000th tweet.”
June 27, 2011 05:39 AM
By DAVE MATLI Increasingly, marketers are jumping into brand licensing. However, there are perceptions that it’s a simple, low-cost way of creating new revenues without having to invest in new product lines, R&D or even marketing. That can be partially true, but there is also a hidden risk inherent in poorly executed brand extensions.
June 27, 2011 06:27 AM
By STEPHEN REILY 2011 may be the year when the first Baby Boomers turn 65, but the average Boomer is still only 54, and the nearly 40 million female Boomers (few of whom expect to retire anytime soon) will remain a meaningful part of the workforce for many years to come. Successful managers need to get the most out of these women, both individually and in the context of a multi-generational workplace.
June 20, 2011 05:37 AM
June 20, 2011 06:09 AM
June 6, 2011 10:22 AM
June 6, 2011 10:30 AM
May 26, 2011 05:21 AM
By TROY FORGET Print and digital worlds are increasingly converging as marketers look to engage prospects on multiple fronts and cut through the clutter with relevant, high-impact and immersive materials. Through interactive print, they can use the traditional print medium to extend brand interactions online – increasing retention and brand recall, while captivating and informing their audience.
May 23, 2011 04:44 AM
By AL SIMON One of my favorite exercises to use in our sales training classes is to ask the group to list the most important attributes of a “good” salesperson. Answers will always include persistent, quick thinker, excellent public speaker, knowledgeable, hard worker, etc. It usually takes a few minutes before someone finally says, “a good listener.”
May 22, 2011 06:58 PM
May 15, 2011 07:24 PM
By BRETT GERSTENBLATT While few things are more important to sales than a strong, distinctive, respected brand, many mid-market CEOs place brand building on the back burner. This is probably because of the cost and the fact that value of brand building is hard to quantify. But it doesn’t have to be if the work is done right.
May 15, 2011 07:46 PM
By TIM WACKEL I’m writing this from Room 1009 in the Schaumburg Marriott outside of Chicago. Tomorrow, I have the privilege of delivering one of my favorite workshops on presentation skills. Although I’m tempted to share all of the great benefits of this wonderful program, I have a more interesting (and compelling) message that I believe you’ll enjoy and find value in. Question: What could a simple cab ride have to do with becoming a better sales professional? Answer: Almost everything!
May 12, 2011 07:43 AM
By KEITH PETERSON Is every quarter-end a contract free-for-all at your company? As a sales leader, do you know the status of every contract in process? Do you have the confidence to forecast contract approvals accurately every quarter? If these questions sound familiar, you are not alone. In fact, estimates indicate that 18 to 20 percent of the sales process is consumed with contract creation, negotiation, review, revision and approval processes. Studies show that the longer a contract takes to close, the less likely it is to conclude successfully.
May 10, 2011 04:12 AM
By JOE PETRONE In a May 2010 article in the Harvard Business Review, Jocelyn Davis and Tom Atkinson refer to a study they conducted with the Economist Intelligence Unit of 343 businesses, which found that “companies that embraced initiatives and chose to go, go, go… ended up with lower sales and operating profits than those that paused at key moments to make sure they were on the right track”’
May 10, 2011 04:48 AM
By RICK KASH and DAVID CALHOUN In the new demand economy, the margin for error for all businesses grows smaller and smaller.
May 1, 2011 07:58 PM
By BOB LITTELL Editor's Note: This is part II of a two-part article. You can read the first part here:  
May 1, 2011 07:02 PM
April 24, 2011 07:22 PM
April 24, 2011 07:30 PM
April 22, 2011 05:52 AM
By JOAN KING In the hospitality industry, sales and marketing staff are under increased pressure to compete for – and retain – meeting and events business. One of the secrets behind successful venue providers is to know the meeting planner better, even before they walk through the door. The importance of this kind of intelligence cannot be overemphasized, as it enables management to understand their preferences and match the right staff with the right meeting or event. This enables them to step up their game and create more successful outcomes.