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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.
May 22, 2015 12:00 AM
70 percent of B2B marketers are creating more content than they did one year ago, according to Content Marketing Institute (CMI) and MarketingProf’s latest B2B Content Marketing report. With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. That means producing content that stands on its own merits – content that can attract and maintain an audience.  
May 20, 2015 06:12 AM
Take personalization to a higher octave. When the Bellas realized their standard renditions of all-female classics weren’t making the cut, they found the key to their comeback was to switch up their repertoire and personalize their performance for the crowd. Taking a note from the Bellas’ success, effective marketing campaigns require personalization and knowing your audience.
May 18, 2015 12:00 AM
The benefit of eliminating the trivial many from your work schedule is that it leaves room for the most important tasks. For sales, few things are more critical to long-term success than getting out into the field and learning about your customers’ businesses. Greg McKeown offers an example in his book, "Essentialism: The Disciplined Pursuit of Less," from the non-sales world that exemplifies how frontline reconnaissance can pay off by providing new perspectives.
May 15, 2015 06:03 AM
As the founder and CEO of, an online platform that helps companies hire great employees and candidates find jobs that they love, I’m tasked with evaluating and implementing the right tools for my team. Recently I decided to kick my CRM to the curb in the hopes of finding one that better suited my company’s specific needs. I started my search and quickly realized there are quite literally hundreds of CRM tools out there. It quickly became overwhelming deciding which would best meet my needs.
May 12, 2015 12:00 AM
In a business’s life cycle, everything from attracting and retaining customers to meeting and beating prices can get in the way of long-term success. But a recent survey by the Corporation for Enterprise Development throws another factor into the mix that affects vendors in a big way: cash flow.
May 11, 2015 12:00 AM
I’m sorry to say – but most sales and marketing leaders on LinkedIn do not have a strategy. They have a shopping list of tactics that need to be completed. But, there’s no cohesive strategy.
May 6, 2015 01:44 PM
Lead generation…lead generation…lead generation. In terms of what’s on marketer’s minds, it’s numero uno. If it’s not, it should be, says Jason Stegent, the founder and president of Elastic Solutions (, a provider of strategic marketing solutions. In a recent blog post, he offered three reasons why lead-gen programs fail:
May 6, 2015 02:07 PM
Understanding who attends an event you sponsor and aligning your overall business strategy and goals with organizers is crucial to getting your message to attendees. Carefully selecting an event you participate in can provide great rewards for your business, including brand engagement and awareness, targeted marketing that connects you with a specific audience and it can also strengthen a company’s commitment to a cause.
May 6, 2015 02:05 PM
Leaders from all aspects of the meetings and events industry celebrated the first North American Meetings Industry Day (NAMID) on April 16. To mark the occasion, the Incentive Research Foundation compiled seven quick, important incentive travel stats that every incentive travel planner, manager and executive should know. 1. 46% of U.S. businesses use incentive travel. 2. U.S. businesses spend $22.5 billion annually on incentive travel, with the bulk of that spend used on sales incentive programs.
May 6, 2015 03:32 PM
“Sometimes abundance is just another word for burden.And it’s crucial for our success and satisfaction that we learn to spot the difference.” That was one takeaway that Michael Hyatt, a leadership coach and best-selling business book author, says he learned from “Essentialism.”
May 6, 2015 01:20 PM
Holding employees accountable is the key to getting the results leaders want, right? Not so fast, says Anne Grady (, author, corporate leadership expert and a consultant on personal and organizational transformation. Most people want to do the right things and feel successful, Grady says. Often the problem lies in getting clear around expectations.
May 6, 2015 01:37 PM
The continued emergence of content marketing done well is vital for B2B marketers given the amount of education buyers are conducting on their own before they identify themselves as prospects. It’s important to remember, however, that content marketing is not about selling your company, your products or your services — unless it is, says David Kirkpatrick in a recent MarketingSherpa blog post.
May 6, 2015 03:26 PM
May 6, 2015 01:22 PM
Live tweeting events is a great opportunity to build an audience of targeted followers and increase influence in your industry. For starters, live tweeting is an effective means of gaining new followers. To do this, your Twitter profile needs to resonate with event attendees who are also tracking the event hashtag.
May 6, 2015 03:55 PM
Ken Schmidt participated in one of the most celebrated turnarounds in corporate history. The longtime motorcycle enthusiast’s association with Harley-Davidson Motor Company began in 1985, when he was asked to work with the then-struggling manufacturer to help restore the company’s image and create demand for its motorcycles.
May 6, 2015 01:19 PM
Unfortunately, “Glengarry” and most other films that vie for top-10 status — “Wall Street,” “Tin Men,” “Boiler Room” —  portray salespeople as not-so-likeable. Chalk that up to the need to sell tickets. The movie buffs at Velocify (, a provider of sales automation software, put a positive spin on sales as depicted on the silver screen by developing an infographic of useful takeaways from some of Hollywood’s most memorable sales moments.
May 6, 2015 01:53 PM