Remember to scratch the hogs

In the classic “My Voice Will Go with You” by Sydney Rosen, there is a story in the foreword by Dr. Lynn Hoffman that reaches the very essence of persuasion.

Why losing talent isn’t always bad

When star designer Marc Jacobs announced in October that he was leaving Louis Vuitton, it caused Andrew Shipilov, a blogger at Harvard Business Review(hbr.org), to muse about the upside of losing top talent.

Where sales pitches are not welcomed

Content marketing – the convergence of media and technology – has grown so big so fast that it’s having a crisis of conscience.

Should salespeople generate their own leads?

5 rules for authentic B2B branding

As the blathering bozos in Congress say (when they’re not reading from Dr. Seuss books), I yield my column this month to the distinguished gentleman Michael Chasen, who helped build the education software startup Blackboard into a booming business that sold for $1.64 billion in 2011.

From Free Throws to Sales It's All About Consistency

According to basketball expert Brian McCormick, Tim Duncan has a problem – a consistency problem. While you don’t hear much about it, Duncan only shoots 60 to 70 percent from the free throw line despite being one of the NBA’s best players. What’s really interesting, however, is why Duncan struggles from the line.

Choosing A Business Name: Descriptive or Unique?

When launching a new company or rebranding an existing one, businesses seek to find a name that distinguishes them from competitors and increases their recognition. In a crowded marketplace, it’s critical that consumers be able to find and remember a business easily.

Motivation that gets great mileage

Tracking Mobile Marketing Success via Sales Engagement

B2B marketers are facing an inevitable transition to mobile platforms. This is both a challenge and an opportunity. But the opportunities inherent in mobile solutions dwarf the challenges. Some of these opportunities include:

Beware the Devils you Don’t Know

Leveraging Triggers to Reach Business Decision Makers

Seeing the CEO and the sites

One of the mainstays of group incentive travel programs is the theory that they are excellent camaraderie builders for high performers. What’s more, they provide an opportunity for participants to rub shoulders with corporate executives, and allow those at the top to express their gratitude for a job well done.

Bad leadership can be good

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