More of what's in store for 2018


Online lead generation should hoard information

Too much information can be a bad thing in some situations, but when designing or upgrading a lead-generation website, there is no such thing. Online marketers should seek every scrap of data they can find when overhauling or fine-tuning their online lead-generation efforts. At times, the information they’re missing can be more important than the information they have.

A roadmap for engaging participants and driving results

We’ve all heard that “success is a journey, not a destination,” but whoever said this obviously never had to achieve annual goals and quarterly targets. Executives know the dire consequences of missed goals, new product failures, or losing share. These things get you thrown off the bus quickly, bringing your journey to a screeching halt.

Conversations at work lagging

New research by Fierce Conversations and Quantum Workplace demonstrates that lack of communication and miscommunication are hurting employee morale and productivity. “For many of us, the biggest barrier to having high-quality conversations is that we’re afraid to share what we’re really thinking and feeling,” the research authors write.

Proven tactics for a fast start in 2018

John Asher, author of “Close Deals Faster” and the CEO of Asher Strategies, a growth strategy consulting firm, offers these tips for helping your salespeople start fast in 2018 at all stages of the sale:

Torrid growth of content marketing expected

The global content marketing industry is projected to enjoy a compound annual growth rate of 16 percent, according to the latest forecast from Technavio, a market research company. The report singled out three key growth drivers for the industry between 2017 and 2021: building brand awareness, lower costs than traditional advertising and an increased conversion rate.

How to drive irrational optimism

Merriam Webster defines optimism as “hopefulness and confidence about the future or the successful outcome of something.” Ken Kupchik, a writer, consultant and creator of Sales Humor, which can be found on Facebook, LinkedIn and Instagram, adds that irrational optimism is “hoping despite a mountain of evidence to the contrary, and multiple, seemingly insurmountable roadblocks standing in the wa

Keeping pace with digital marketing trends

Digital marketing strategies change as rapidly as the technologies involved. Where will digital marketers be putting their dollars to work in 2018? SmartBrief contributor Alex Alexakis identifies these near-term trends for digital marketing:

Networking for introverts

It’s a misperception that all salespeople are extroverts who glide effortlessly into relationship building. Technology has changed the sales process, making cold calling less effective and increasing the importance of customer research, an exercise that is accomplished in solitude and with great focus, says Geoffrey James, a contributor to and business blogger.

Traditional discovery is not enough in today's environment

In a more traditional sales process, discovery is focused on gathering information about a customer’s needs. The salesperson asks good questions; the prospect/customer provides relevant answers.

Selling to value

The art and science of discovery
Ann was not happy as she left the meeting with a long-term customer, or should I say, former customer.
“Ann, we have done business together for a long time,” her customer started, “but we have decided to go in a different direction this time.”

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.

10-Step Process to Becoming an Elite Salesperson in 2018

I boiled down the content of the best books and seminars on selling skills to the basic 10 skills needed for long-term sales success. These top-10 selling skills set our company on a course of growing at 42 percent every year for 14 straight years.

8 Sales Enablement Predictions for 2018

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Here are my sales enablement and readiness predictions for 2018.

7 Conditions to Create a High-Performance Sales Environment

The dream of building a high-performance sales environment is not as elusive as it might seem. There are seven conditions, or building blocks, and they primarily impact salespeople, frontline sales managers, and – perhaps most importantly – the sales executive.