The Missing Key Element to Sales Success

Experience shows that the fourth key element, industry knowledge, is still missing from sales training.

Why Consultative Selling Does Not Work for Prospecting

If your prospecting efforts are running into massive roadblocks, if you or your team are struggling to have consultative conversations with prospects, but those conversations are going nowhere fast, it is important to understand why consultative selling doesn't work for prospecting.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Five key characteristics set great sales managers apart from their lower-performing peers. These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations.

The Best Event Sales Trick No One Is Talking About

the question is not whether to use events as part of your sales strategy, but rather how to do it most efficiently. The non-technical aspect of one effective strategy may surprise you.

Some Additional Thoughts....

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment

The race to bigness

In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale.

Team incentives: 7 do’s and 2 don’ts

Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled?

100 Years – Huzzah!

Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine.

6 Marketing Strategies for B2B Customer Retention

Preventing customer defection in B2B industries is challenging, but possible. Here are six marketing strategies for strengthening customer relationships.

A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Is it possible to launch a brand with speed and a degree of certainty that it will catch on in such a fast-moving and mercurial environment? Yes, if you take a page out of something new-school; the prototype playbook.

Marketing Tactics to Kick-Start Your Sales Skills

Marketing tactics and tips that you can use to kick-start your sales skills and improve the outcomes of your actions.

How to Write Sales Emails That Get Responses

What sort of emails get responses? Be relevant, clearly articulate value, and be certain who you are talking to so you can contextualize your conversation.

Four Letters Every B2B Marketer Should Know

What does the introduction of Instagram TV (IGTV) mean to B2B marketers? it should mean a lot.

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Even among companies that have positive work cultures, satisfaction with workplace recognition programs is almost always among the lowest-rated items on the annual employee opinion survey. To make recognition programs more meaningful, you first must step back and understand why these programs aren’t working.

Rethink Your B2B Revenue Model

The marketing-then-sales structure is inherently flawed. Here's a new way to think about generating revenue -- a six step model that turns the “then” into “and.”