What lies ahead

The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Onboarding has long-term impacts

I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job. Their experiences highlighted how hiring managers can do better regardless of generation and how onboarding casts a long shadow for how employees feel about a company.


In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news. If you haven’t seen it, it’s a must, if only to admire how Oliver weaves Eddie Vedder into the bit and even does an impression of the Pearl Jam frontman.

What Is the Cost of An Inefficient RFP Process?

Organizations ask themselves every day, What is the real cost of inefficiency? The same question needs to be asked about the RFP process.

Abandon Dead-End Thinking: Best Practices for Working Leads

Nurturing leads generates a 20% increase in sales opportunities and takes as little as 15 minutes per day. So why are reps so quick to label a lead a dead end?

If You Want to Enact Change, Breaking Through the Noise Is Key

In order to stand out in a market overcrowded with messaging, it’s important that you meet prospects on their terms and provide the change they seek.

Why Hearing 'No' Is Actually a Good Thing

An initial "no" should be the start of a negotiation, not the end.

Crafting Sales Performance

Practice does not make perfect, but it does increase the odds of success. Great salespeople deliver their average over time as they hone their sales craft.

4 Spooky Characters to Skip In Your Cold Calls this Halloween

Whether you’re an SDR, trick-or-treater or receiving a dreaded cold call, there is plenty to fear this spooky season. Here are the top four scariest horror scenarios to avoid having in your cold outreach so you don’t end up sending your prospects running.

Why Messaging Is Great for Customer Loyalty Programs

Every business wants to earn lasting loyalty from customers at each stage of the loyalty journey. The first step to achieve this is relevant, convenient and personalized communication. Asynchronous messaging can get you there.

5 Things Your Sales Reps Are Complaining About

Five things that are most likely to annoy your salespeople, and how your businesses can fix it.

Ease Compliance Woes with Better Data Management Processes

Exploring some questions that your sales organization can ask to ensure better data management processes and compliance with data privacy regulations.

How Effective Listening Helps Build Customer Relationships and Close Deals

While the main thing customers are looking for is whether your product or service meets their needs, it’s not the only factor they consider. As the HBR report found, good listeners have conversations that build the other person’s self-esteem.

Marketing Cuts Have Consequences

Cutting marketing budgets reduces leads, which lowers revenue, which leaves managers questioning their decisions.

Beyond the Pay Mix: What Makes Salespeople Tick Today

How do you engage and prevent your current sales force from leaving the company? Bringing the benefits of the gig economy into your sales and compensation strategy will reap rewards.

Q4 is Here: Let’s Talk Contract Renewals

Solidifying and retaining a strong client base should take priority over securing new customers. Here are three best practices for keeping customers coming back.

What Is the Cost of An Inefficient RFP Process?

Organizations ask themselves every day, What is the real cost of inefficiency? The same question needs to be asked about the RFP process.