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May 6, 2015 01:26 PM
Getting B2B marketers to think of content marketing as a useful tool with real ROI has been a challenge, but some of those who work and monitor the content marketing world are beginning to sense a significant shift.
May 6, 2015 03:40 PM
A new study by the Incentive Research Foundation ( notes that retaining top performers and preparing them to take over the reins during the next decade is a top priority for most organizations. A crucial part of that process will involve merchandise and gift card programs that inspire and connect with these future leaders, keeping them happy, productive and engaged.
May 6, 2015 01:24 PM
Shortly after Fortunemagazine released this year’s list of the 100 best companies to work for (its 18th year of partnering with workplace consultant Great Place to Work on the top 100 roster), the founder of Gravity Payments, a small Seattle-based credit card processing firm, announced that the minimum salary for each of the company’s 120 employees would be raised to $70,000 annually within the next three years.
May 6, 2015 01:46 PM
May 6, 2015 03:29 PM
Summer is upon us, yet more than 40 percent of adult Americans are expected once again to not use all of their paid time off. Many more say they are getting away from work, but stay tethered to their phones and devices, working part time while their kids and spouses actually relax.
May 6, 2015 01:50 PM
On April 21, Google flipped the switch on its latest algorithm change and companies whose websites best cater to mobile users began earning the most visibility from the search engine giant. Mobile usability has always been a factor in Google’s search algorithm. Until now, however, many businesses, including the majority of Fortune 500 companies, had postponed optimizing their sites for mobile without suffering major consequences.
May 4, 2015 06:41 AM
If you have ever received a sales call during dinner, it’s probably safe to assume you’ve had a bad experience with selling. Unfortunately, the same negative reaction you experienced while eating green beans with your family is now commonplace – at all times of day – in the current selling environment. In most business models, the sales department is fixated on selling. The problem with this approach is that people no longer want to be sold. They want to be educated on how a product or service will benefit them.
May 1, 2015 12:00 AM
Despite the increasing buzz around inbound marketing, smart sales and marketing professionals know they cannot get by on just inbound methods alone. As the attention has shifted to inbound marketing, outbound marketing has faded to the background. That isn’t to say that outbound marketing is dead, but outbound tactics from the last century are not enough today.
May 1, 2015 12:00 AM
In the lobby of my son’s residence hall at the University of Nebraska, similar to residence halls at a number of major colleges around the U.S., students are greeted each morning by stacks of newspapers that are free for the taking: The New York Times, The Wall Street Journal, USA TODAY and the Omaha and Lincoln dailies.
April 29, 2015 08:04 AM
In Part I of this article, we discussed how every company wants a more effective sales force, but few know where to start. Sales leaders often try the “throw it up and see what sticks” approach of launching a half-dozen or more initiatives simultaneously, hoping one of them is the real root of the problem.
April 27, 2015 12:00 AM
Every company wants a more effective sales force but few know where to start. Seeking quick results but unsure as to what is broken, sales leaders often launch a dozen or more initiatives simultaneously, hoping one of them is the real root of the problem.
April 24, 2015 12:00 AM
According to research by SirusDecisions, less than one out of 10 B2B companies report good alignment between sales and marketing organizations. If you don’t think this hurts your business, think again. The lack of integration of sales intelligence with sales and marketing systems causes the biggest gap between top sales performers and under-achievers.
April 20, 2015 05:52 AM
What's the best way to reach my prospects? How do I get past the gatekeeper? How many touches do I need before talking with someone? What do I do when the prospect’s assistant wants to put me into voicemail? Sales leaders are constantly bombarded with these questions, because getting meetings with target prospects is the #1 business development challenge for most sales reps. Some sales managers say to keep calling. Others tell their teams to send emails or to connect with prospects on LinkedIn. The latest advice is retro: snail mail.
April 17, 2015 12:00 AM
With customer context that shows what a customer already knows and their level of engagement, sales reps can be that first responder. They can reach out to the right prospects at their precise moment of interest. They can get maximum insight into a customer’s pain points, which, in turn, enables them to engage more successfully with prospects by leveraging an ‘insight-selling’ approach. The result? Sales reps can close more deals – faster – and more cost effectively.
April 13, 2015 12:00 AM
We live in a time of unprecedented connectivity. Take for instance our readily available access to the Internet, as granted to us by our smartphones and tablets. The steady but sudden proliferation of these devices has made for one of the greater technological advancements in our lifetime, and the impression left has been indelible. Eighty percent of adults now own smartphones, with nine out of 10 preferring to keep those devices beside them at all times.
April 10, 2015 12:00 AM
April 6, 2015 12:00 AM
Fueled partly by this industry’s continuing obsession with the 1992 movie “Glengarry Glen Ross,” the myth of the hotshot sales pro retains much of its power today. Who doesn’t want to be the Al Pacino figure, closing with a wink and a smile as the Jack Lemmons of this world look on in envy? Like all the best myths, there’s a grain of truth to it. Charisma, natural talent, and determination will carry you and your team a long way.
April 3, 2015 12:00 AM
Few of the salespeople on your team aim for mediocrity. Most dream of reaching the top of our field. But top performers do much more than dream. They develop a series of realistic goals that propel them from where they are now to where they want to be. Next, they continue raising the bar, setting increasingly ambitious goals until they achieve their ultimate vision of success. In every case, this process begins with a realistic self-assessment.
March 30, 2015 07:28 AM
Along with being a vehicle for announcing important company developments, online news releases can also be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads, and new sales opportunities. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers. Here’s how to do it:
March 27, 2015 12:00 AM
March 20, 2015 12:00 AM
At the same time that businesses embrace technology that allows them to connect wirelessly, sell remotely and send marketing content automatically to prospects based on expressed interests, many of them also continue to cling to the timeless tactic of trade show marketing.
March 19, 2015 10:47 AM
SiriusDecisions, a leading global B2B research and advisory firm, surveyed over 200 B2B sales, sales enablement and sales operations leaders to understand the key obstacles to achieving revenue growth goals. A whopping 71 percent stated that it was the “inability of their reps to connect their offerings to the business issues of their buyers.”
March 19, 2015 10:44 AM
Managers are paid to do what they do best—engineer new products, market them, optimize internal processes and lead teams. They will remain untrained at interviewing job candidates, but it’s time to stop handicapping them by arming them with interview questions that yield mostly irrelevant information, says Andy LaCivita, founder of Milewalk (, an executive search firm and human capital consulting organization.
March 19, 2015 10:26 AM
I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. But as I read through this issue’s pages before we went to press, what struck me most is how entertaining and educational the content is.
March 19, 2015 11:00 AM