How Small and Medium-Sized Businesses Can Use Salesforce to Keep Up with Large Enterprises

Salesforce offers small businesses the capabilities of an enterprise-level CRM. Small and medium-sized businesses should utilize specific aspects of the software to help them acquire and retain customers, as well as boost sales and manage contacts.

How To Succeed In Upstream Marketing

Upstream marketing involves expanding the scope of your product or offering to cater to what your customers want in addition to what you already serve them.

Sell Slower

Sales is like cooking. You can serve fast food at fast-food prices, but it’s a tough way to make a living. If you want to serve a gourmet meal, however, it takes time to prepare it right.

Managers Who Call the Shots On B2B Gift Card Use Love Their Flexibility and Ease of Administration

Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts.

Why It’s Time to Stop Selling and Start Helping: 3 Steps to Create an Inbound Strategy for Your Company

The ultimate goal of an inbound organization is to build great customer relationships by delivering an exceptional buying experience. Here are three ways to create a company strategy using inbound principles.

Being more remarkable in virtual sales meetings

There are numerous opinions about how to succeed in remote meetings. What there isn’t much of is research — until now.

Defining the Real Buyer

Most marketing teams today lack two crucial tools: 1) enough of the right data and 2) actionable intelligence and insights firmly rooted in that data. If you don’t make the effort to understand who you’re marketing to before you get started, there’s no way you can possibly offer them something that speaks to their needs and wants.

4 Ways to Breathe New Life into Your Existing Content Assets

Creating compelling content for marketing purposes is difficult, time-consuming and expensive. Repurposing existing content is an effective means of expanding its longevity, creating new cross-promotion opportunities and more.

The Process that Could Be Making You Non-Compliant, Without You Even Knowing

Responding to RFPs can be a daunting task if an organization hasn’t streamlined and intelligently automated some of the steps. For some companies, the process is also putting them at serious risk for non-compliance, which exposes them to the potential risk of huge, multimillion-dollar penalties on top of losing new business deals.

B2B Sales Emails that Open Conversations with Executives

It's true that many sales emails are quickly zapped into electronic junkyards, but some companies are highly successful in implementing cold email campaigns. These eight guidelines will help you cut through the clutter in cold email campaigns.

3 Reasons to Market Your Small Business Like A Drug Dealer

Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.

How To Take Your E-Commerce Business Global

Before going international with your business, you need to understand some of the differences between national and global scales of e-commerce businesses to determine the one that best suits your business.

How to Use Email Autoresponders to Increase Your Sales

Email autoresponders represent one of the most effective strategies for turning cold visitors into loyal customers.

The power of incentive programs lies in their structure

The best incentives have open budgets, meaning anyone who qualifies can win. Rules with open budgets tend to be more effective as reps can challenge themselves – as their business grows, so do the rewards. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales.

7 Disruptive Emotions That Sabotage Your Selling

Managing disruptive emotions is the primary meta-skill of sales. The art and science of getting past no begins with self-control – and that begins with awareness. Here's a closer look at the emotions that impede sales reps' ability to get past no.

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