Special Report...
 

Work in a COVID-19 world

As we prepared our Spring issue to go to press, the novel coronavirus known as COVID-19 transitioned from a widely ignored respiratory illness that initially affected people in China to a rapidly spreading pandemic that crippled economies worldwide. This occurred in a matter of weeks and upended businesses across all industries.

This Special Report from the editors at Sales and Marketing Management magazine contains best-of information about leading in the business world during crises that has been published since the outbreak.

Download the PDF report...

The 7 Habits of Highly Effective Salespeople

Mon, 03/23/2020 - 07:37 paulnolan

Here’s how you can apply the lessons from the best-selling "7 Habits of Highly Effective People" to achieve greater sales effectiveness.

AI: The Ultimate B2B Growth Accelerator

Fri, 03/20/2020 - 00:00 jeremytews

In most cases, we have not yet reached the widely discussed point where AI is replacing humans, but it is helping a lot of companies across a broad cross-section of industries accomplish tasks more efficiently and effectively. Here are some different ways that AI can help you grow your business by increasing sales.

5 Ways to Increase Your Website Traffic

Mon, 03/16/2020 - 07:20 paulnolan

You may have a world-class website and nobody will see it if you don’t focus your efforts on increasing online traffic. Here are some ways to do just that.

Expanding Your Brand to Europe? Here’s What This Thriving Silicon Valley Tech Company Learned

Fri, 03/13/2020 - 00:00 paulnolan

Expanding your brand to Europe may not be top of mind in the current business climate, but there will be a time when it returns as an appealing growth opportunity. Here's what one company learned.

AI’s Role In Sales and Marketing

Mon, 03/09/2020 - 00:00 jeremytews

It’s said that AI is like high school sex: Everyone talks about it, no one really knows how to do it, and everyone thinks everyone else is doing it, so they say they are doing it. We look at how AI might really impact B2B sales and marketing.

How To Incentivize Your Sales Team to Hit Their 2020 Goals

Fri, 03/06/2020 - 00:00 paulnolan

Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. Here are a few tips to help you along the way.

The Tao of WOW!

Wed, 03/04/2020 - 14:58 jeremytews

Wowing customers has been built into the business plan of B2B companies across all industries. As much as a focus on wowing customers must become part of the corporate culture, managers should emphasize that not every interaction with customer can be a “wow” moment, says Micah Solomon in his new book, “Ignore Your Customers (And They’ll Go Away).”  

Lead Generation Tactics for Increased B2B Sales

Mon, 03/02/2020 - 07:01 paulnolan

To sell effectively and stay competitive, you must know how to generate more leads to convert to customers. Here are some tips on how to do just that.

Negotiating a Deal In Crunch Time

Fri, 02/28/2020 - 00:00 paulnolan

Time is never more precious than when it’s running out. Therefore, using your preparation time strategically before the negotiation can help ensure you capitalize on every second when it counts.

Incentives and Rewards: A Closer Look

Tue, 02/25/2020 - 09:02 jeremytews

In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition.

Make Your Content Impossible to Ignore

Mon, 02/24/2020 - 00:00 jeremytews

If you want to persuade your buyers to act in your favor, you ned your message to become part of their memory. The Prospective Memory Model is a framework backed by brain science for getting people to act on the 10% you want them to remember.

more articles >>

The Tao of WOW!

Wed, 03/04/2020 - 14:58 jeremytews

Wowing customers has been built into the business plan of B2B companies across all industries. As much as a focus on wowing customers must become part of the corporate culture, managers should emphasize that not every interaction with customer can be a “wow” moment, says Micah Solomon in his new book, “Ignore Your Customers (And They’ll Go Away).”  

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Editor's Notebook

Paul Nolan

This issue’s cover feature on artificial intelligence (AI) marks the second straight issue that we have focused our cover story on technology. Our last issue of 2019 looked at how 5G technology will change how sales reps and marketing professionals do their jobs.

continue >>

Engage (...by Hinda)

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales...

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Lift (...by Seiko)

Tim Houlihan

Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked...

continue >>

Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
Download here.

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