Sales & Marketing Management

Q4 Strategy Pivots for Marketers to Consider

Fri, 04 Oct 2019 03:00:00 -0400

Influencers are far from losing marketing power. According to the State of Influencer Marketing 2019 report, 320 platforms and influencer marketing agencies have been created since May of 2018, and brands are still seeing...

How This Immigrant Entrepreneur Turned $300,000 into $2 Billion in 6 years

Thu, 03 Oct 2019 02:00:00 -0400

Swapnil Agarwal immigrated to the U.S. with his parents when he was 15 years old. As many immigration stories go, his parents seized the chance to provide Agarwal with better opportunities than he might have had back in Agra, India–so they moved their lives to...

7 Ideas To Master Sales Enablement

Thu, 25 Feb 2016 06:03:01 -0500

Sales enablement is designed to address the challenges of condensed sales cycles and the demand for increased sales productivity and deal velocity. In part 1 of this two-part article, we explained why sales enablement has become such an important topic throughout the business world. Now...

Why Do Smart Salespeople Make Such Stupid Mistakes?

Wed, 14 Oct 2015 11:31:46 -0400

When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of my best lessons in business. (Come to think of it many of my personal mistakes led to some of my best life lessons.) We will look at the typical mistakes people, including smart people,...

'Old School' Sales Techniques Can Still Reap Benefits

Tue, 01 Sep 2015 10:07:36 -0400

While it can almost be guaranteed that you will not purchase a vacuum cleaner from a traveling salesman at your front door any time soon, in many businesses traveling sales is still a necessary business function, particularly in the B2B space. Pharmaceutical companies send...

4 Things Your Sales Proposal Would Tell You If It Could Talk

Tue, 01 Sep 2015 10:03:53 -0400

The reality is, most sales organizations have little to no process to support their proposal efforts. And, unfortunately, sales proposals rarely see their full potential, because they are time-consuming tasks that aren't often viewed as strategic and take valuable time away from actually "selling." So,...

Newfangled Tips For An Old-School Tactic

Wed, 19 Aug 2015 06:57:19 -0400

"Call me old school if you want, but I still love to exchange business cards - especially in an event setting," Matt Heinz, president of Heinz Marketing, blogged recently. The exchange of business cards, Heinz says, is...

3 Traits That Make A Great Leader

Mon, 10 Aug 2015 09:36:52 -0400

Being a leader isn't easy - if it were, everyone would be one. Leading others comes with more responsibility and accountability in all that you do, at all times. With that being said, it's important to sharpen the traits that will mold you into the kind of leader you want to be. At baseline,...

Do Great Salespeople Make Great Managers?

Wed, 05 Aug 2015 07:51:27 -0400

Companies are always on the lookout for their next top sales managers, and grooming new talent for a future in management is a constant preoccupation for sales leaders. After all,...

7 Secrets Of Success In Sales

Tue, 04 Aug 2015 09:28:43 -0400

If you are a millennial searching for potential career opportunities, or a more seasoned professional seeking a mid-career change, you may want to consider a career in sales. Not because it's easy - it's not. Building a successful sales career is challenging, but...

12 Reasons Your Sales Results Are Plummeting

Fri, 15 Aug 2014 06:16:41 -0400

Sales numbers are down and you're starting to sweat. As a sales manager, you must act quickly to turn things around when you first see the numbers dip. You need to diagnose the problems and make changes immediately so your team doesn't fall short of the sales goal for the quarter or year. To help managers get to the root of their sales troubles, I've identified 12 common problems that can lead to a sales slump. By pivoting quickly and making a few key changes to your team and its process, you'll see a boost to your sales...