Yearly Archives: 2012

Get Ready for the New Workforce – Harvard Business Review

Posted December 31st by Matt Smith

Creating and Managing Sales Teams For the next 19 years, 10,000 people per day will turn 65 years old, and (presumably) retire shortly thereafter. While this graying of the Boomer generation certainly has implications for health care and social policy (and …

Prepare for 2013: 10 B2B Marketing Trends and Developments – MarketingProfs

Posted December 26th by Matt Smith

B2B Marketing Strategy and Trends “The past cannot be changed, but the future is yet in your power”—or so goes an old saying. As a history major, though, I can tell you that it’s much easier to rewrite history than …

A Salesman’s Christmas Story

Posted December 25th by Dan Hudson

The end of the year was approaching so fast But the salesman’s performance showed him in last He realized right now that his actions weren’t bold The leads passed from marketing had gotten quite cold He looked with despair at …

In Sales Management, the Waning Power of “Push” and “Pull” – Harvard Business Review

Posted December 24th by Matt Smith

Managing Sales Teams Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect …

How to Keep Your Compelling Content Engine Fueled and Running Smoothly – Content Marketing Institute

Posted December 21st by Matt Smith

Content Marketing & Inbound Lead Generation Popular social media management platform Radian6 went through a major transition when Salesforce recently acquired the business. As Manager of Content for the newly created Salesforce Marketing Cloud, Amanda Nelson helped transition the organization’s content as part …

4 Ways to Measure Coaching Effectiveness – Sales Executive Council

Posted December 21st by Matt Smith

 Increasing Sales Effectiveness If you ask a sports fan whether the new team coach is driving results, a simple tally of wins and losses, and an analysis of some tell signs like player confidence will fetch you a prompt reply. …

3FORWARD Announces SALES REVENUE ASSURANCE™

Posted December 20th by Matt Smith

Sales Planning Success Kit For B2B Companies Excel-based Workbook and Sales Planning Services for CEOs and Sales Leaders 3FORWARD, a provider of sales acceleration and demand generation services for CEOs and Chief Sales Officers, today announced a new suite of …

Do This in 2013 & Boost Inside Sales Productivity – Inside Sales Experts

Posted December 20th by Matt Smith

Increasing Inside Sales Effectiveness If I’m not able to help keep my reps from these types of diversions, they’re going to feel it, and ultimately, so will the business. You see, I don’t really think of myself as a sales …

Optimizing YouTube for Lead Generation – Social Media Today

Posted December 19th by Matt Smith

Creating B2B Leads Video is now an essential part of any successful social marketing and lead generation strategy. Not convinced? According to Forbes, Three-quarters of executives surveyed said they watch work-related videos on business-related websites at least weekly; more than …

Metrics Sales Leaders Should Use – Forbes

Posted December 19th by Matt Smith

Increasing Sales Effectiveness The best sales leaders use metrics and measures to their advantage in coaching, decision making, and strategy. As I previously highlighted, one of the powerful characteristics of sales leaders is that they use success metrics that mark …