Would You Diagnose Your Own Disease?

By Shelley Hall, principal, Catalytic Management

Cut to TV commercial. Man is sitting at his kitchen table with a knife in front of him and a phone in his hand. You hear his doctor say, “Now make a two-inch incision just below the sternum.” The patient at the kitchen table asks, “Shouldn’t you be doing this?”

Guide to Online Marketing Management

By Frank Defino, Jr., vice president and managing director, Tukaiz

Sales Rep Performance: You’ll See It When You Believe It

By Thomas K. Connellan

Case Study: BNSF Logistics and SugarCRM

Springdale, AR-based BNSF Logistics, LLC, provides dynamic, value-added transportation services to customers around the globe. Its vision is to establish BNSF Logistics as the leader in providing creative logistics solutions that consistently exceed its customers’ expectations.

Cloud Computing for Streamlined Sales and Winning Deals

By Audrey Spangenberg

There’s money in the clouds, and manufacturers of all sizes are making the big grab—especially when it comes to streamlining sales processes, winning deals, and increasing customer satisfaction.

Training New Hires for Competitive Advantage

By Tom Cunningham, vice president, Talent Management; Dorman Woodall, director; Willard Scott, program manager, Sales; Paul Wheaton, learning consultant, SkillSoft

Stick With the Sales Status Quo at Your Peril

By Phil Krohn, vice president, Sales, West Business Services

For many businesses, it’s time to do some serious re-thinking about the field sales model they traditionally relied upon.

Deadly Sins: How the 1-Minute Management Mentality Crippled Marketing

By Neil Mahoney

Capitalizing on the Massive Shift to Online Advertising Spend

By Roman Lenzen, director of analytics, Quaero

It’s time! Online ad spend is predicted to reach $100 billion in five years, up from a predicted $61 billion this year. That’s a huge shift in advertising spend. Who is best poised to tap into that incremental online advertising revenue, other than the advertisers?

Value Stream Mapping Your Sales Process Delivers Efficiency and Profits

By Shelley Hall, principal, managing director, Catalytic Management LLC

Sales executives consistently are told to “build or rebuild your sales process to match your customer’s buying process.” This is sound advice that can shorten your sales cycle, but the question is how?

Sending an E-mail is Not Nurturing A Sale

“I saw a Tweet come through the stream from a B2B summit that read, ‘So if sending an e-mail isn’t nurturing what is?’” blogged Ardath Albee, CEO of Marketing Interactions Inc., a business-to-business marketing consultant (marketinginteractions.com).

What B2C and B2B Marketers Can Learn from Each Other

By Janet C. Jessen, vice president, Global Marketing, Innovation & Engineering, Garlock Sealing Technologies

Sales, Science, and Engineering


By Dave Fellman

Ad Vet Opens Marketing Agency

Alan Epstein, a 25-year veteran in the advertising business and former partner at Adamson Advertising, opened a new St. Louis-based marketing services organization called The Epstein Group. Clients work within a flexible business model with a marketing organization designed to match their needs, receiving and paying only for the specific resources they want.

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