Virtual Sales Networking: Seize the Day from COVID-19, Part 1

Virtual Sales Networking: Seize the Day from COVID-19, Part 2

Differentiation Is Essential in Business, but Comes at a Cost

On a social level, humans are hard-wired to be part of a tribe. Growing up, we want to fit in with our peers whether in attire, interests, or ambitions. As adults we tend to seek out like-minded people to hang our hats with.

Getting Your Sales Reps to See Themselves as Experts

In an increasingly complicated world, your sales reps should become subject matter experts. Research sponsored by Jama Software notes that most companies have been bogged down by the complexities of new product releases over the past few years. The solution?

The Customer-Focus Gaps

A recent global AMA/HRI study on customer focus found that there are significant differences between what organizations should do to increase customer satisfaction and what they're actually doing....

Win Today’s Empowered Customers: Discover Their Four Decisive Purchasing Moments

Customer loyalty doesn’t exist anymore. Rather, today’s customers don’t care where or from whom they buy—they want what they want and that can vary based on price, quality, location, and all the other information they can obtain prior to purchase.

Powered by Prospects:Three Ways to Put Potential Customers to Work Pushing Your New B2B Product

Learn three techniques to better market B2B products.

Five Reasons Why You Should Seek Rejection

Ouch; nobody likes rejection. But if you can learn to embrace it, you’ll have the fortitude to keep going until you finally get to "yes." Inspirational author Robert D. Smith shares the business lesson he learned 40 years ago that became the foundation of his success.

How to Overcome the Three Key Leadership Challenges to Your Sales Force’s Success

If you're not getting the results you want from your sales team, think about how you're dealing with three sales management challenges: the "80/20" rule, pricing pressure, and resistance to change....

4 Capabilities Your Company Needs to Fuel Business Growth

Most businesses actively and continually seek to grow and expand. The rewards of growth are self-evident. However, the pursuit of growth opportunities must always be balanced against the availability of resources.