2 Birds with 1 Stone: Getting Ads and Link Building at the Same Time

In this ever-changing digital landscape, marketing and communication channels can work together like peanut butter and jelly. Collaboration between your PR and SEO efforts can ensure an extensive reach, helping you promote your organization and acquire quality backlinks at the same time.

Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors

The opportunity to benefit from successful sales incentives programs is there, executives just need to understand how to uncover them.

Making Your Brand Stick: How to Define Your Business Through Consistent Visuals

How your company is perceived depends a lot upon how it's seen. Consistently portraying great visuals will ensure successfully portraying your brand to your vendors, employees, existing customers, and potential customers.

8 Tips for Writing Captivating B2B Marking Content

The typical use of content is for attracting customers to buy products and services. So, what happens if your customer base is other businesses? You still have a ton of opportunities to create engaging content, you’ve just got to do it right. Here’s how.

The Six Secrets to Superior Sales Kickoffs

A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss.

3 Leading Indicators of Sales Incentive Success

Sales is a lagging indicator. Tracking it only reflects what’s already been done. It’s like getting the final score of a football game after it has been played. It’s already too late to do anything to change the outcome. If you want to win a game, you better be looking at leading indicators like yards gained, first downs achieved and time of possession while you’re playing.

2 Enemies of Improved Sales Management: Inertia and Gravity

Sales managers tend to take on the ‘best practices’ that they observe with their own eyes and ears. Sometimes these sales management practices are the right things to do. And sometimes they’re absolutely wrong. We need good research to fight the inertia of common practices, and intense change management to fight the gravitational pull of safety.

3 Most Effective Ways to Further Engage Your B2B Leads

Timing is important for engaging leads, but it’s only the first step. To maximize engagement, B2B companies must understand what they stand to gain and the three components of successful communications.

4 Marketing Predictions for the Enterprise in 2018

Where will you focus your time in 2018 — running marketing, or doing marketing? Here are four key predictions that will affect marketing organizations in 2018.

The No. 1 Thing Leadership Can Do to Align Marketing and Sales

In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall.

How you manage makes a difference

Dispensing with sales manager myths
What’s your sales manager mythology?
In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers.

Recalling the Service Profit Chain

In the mid-1990s, three researchers created something they called the Service Profit Chain. It was featured in Harvard Business Review and later in a book, bearing the title of the concept. The foundational idea of the service profit chain was this: how you treat your employees impacts how they treat your customers.

Rocking the Boat to Drive Team Success

Knowing how to avoid conflict may be a useful skill for sales reps but works to the detriment of many sales managers. To drive progress and growth in their team, great sales managers must learn how to rock the boat when it’s required. Here are three skills that will help you feel more confident in addressing issues sooner.

Incentive Gift Cards Continue to Delight

Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses — fully 61 percent — are increasingly using gift cards as a reward tool for multiple groups (channel, sales, employee and customer), and that investment in gift card rewards is both significant and growing.

The Not-So-Fab Four

You certainly can’t judge a book by its cover. On the bookstore shelf, NYU business professor Scott Galloway’s “The Four: The Hidden DNA of Amazon, Apple, Facebook, and Google” appears to offer a reverent look at the giants of the tech industry.

Can motivation be coached?

When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.