At the top of a recent article titled “Attitudes Toward Information Signal Buying Effectiveness,” Gartner analyst Hank Barnes billboards this alarming headline 43% of Buyers Feel Strongly That Volume of…
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A Purpose-Driven Revolution Awaits. Are you Ready?
A purpose-driven company. For years, a company’s purpose meant increasing shareholder value, displacing competitors, increasing margins, and improving the bottom line. Ironically, a singular focus on those data points will…
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Changes in Sales Models: Call for Changes in Video Content
Only 20% of B2B companies these days rely on in-person or field teams — down from 60% last year. They’re seeking to make up for the lost engagement with online…
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What is Sales Enablement, Anyway?
The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? I…
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Make Your Online Video Meeting More Like “Real” Video
For many sales professionals, appearing on-camera in video meetings is now a big part of the job. And, it’s not something that comes naturally to most of us. Even if…
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Build a video library for enterprise sales
In complex buying situations, “sales reps are valued higher than ever” writes Gartner analyst Hank Barnes in The Rebirth of Enterprise Sales. What prompted this observation was a recent Gartner…
Read More4 Metrics Every Business Should Be Monitoring
Each area of your business has key markers that will help you see if you need to give more attention to one segment of your business than another. As your…
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6 Social Media Mistakes That Can Dramatically Hurt Your Sales
The benefits of using various social media platforms to market your business are plentiful, with quite a few channels to choose from, and a large captive audience just waiting to…
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How Can Mass Customization Work for Small Businesses?
In 1909, Henry Ford said that the buyers could have their car painted in any color they wanted, as long as it was black. This statement has been reinterpreted for…
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3 Crucial Factors for Increasing Your Sales
Generating more sales is something that every business owner wants. More sales translate to high ROI, which creates more opportunities for growth and success. But if you’re operating in a…
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