sales

Listen to stories to assess organizational change

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Web 2.0 helps sales & product insight flow and grow

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Chemical Liability and 'Toxic Lockouts'

by: Joel Makower

For all the attention being paid to climate change and energy issues, it's easy to forget that the corporate world faces other environmental challenges. Not the least of those is toxicity: the spiraling use of chemicals and their impact on human and environmental health.

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8 Ways The Internet Changed Software Marketing

by: Jon Miller

A key theme of this B-to-B marketing blog is that the internet has completely transformed best-practices in technology marketing. In the past seven years, perhaps no company has done more to establish the new best practices than Salesforce.com. By unshackling themselves from the constraints of traditional B2B marketing and sales models, Salesforce.com has emerged as the dominant player in their market.

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The sneaky price increase - should you use it for business purposes?

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Burger King Sells 2 Million Game Copies in 4 Weeks

By: Ilya Vedrashko

Burger King "announced that its trio of games for the Xbox and Xbox 360 had broken the 2 million mark in just four weeks" (GameSpot).

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8. Measure relationship depth

by: Jon Miller

As part of the lead management process, make sure to measure the "depth" of your relationship with a target company. By depth, I mean both the number of contact names you have at the company as well as the quality of the interactions you've had.

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7. Lead nurturing 101

by: Jon Miller

So you’ve managed to get a potential customer to register on your landing page. Congratulations! What do you do now?

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6. Manage leads – don’t generate demand

by: Jon Miller

Forrester recently published research titled "How Mature Is B2B Lead Management?" in which they claim that B2B marketers who shift their focus from “demand generation” to “lead management” are twice as productive.

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5. Help buyers research early in the sales cycle

by: Jon Miller

Before the Internet, buyers got most of their information by talking directly with sales reps. As a result, it made sense for sales to engage with the customer early in the buying cycle.

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