Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Xactly

AUGUST 20, 2018

Technology like IBM’s Watson, Amazon’s related items, and Netflix’s watch suggestions is making business interactions with customers more digital, and the same can be said for sales organizations. Data is the driver behind AI/ML technology, and for sales organizations, intelligent planning. Take Sales Planning from Reactive to Active.

Data 45

Data Territories Compensation Incentives 45

Cincom Smart Selling

FEBRUARY 16, 2016

Companies achieve growth through increased sales. For companies using a direct selling model, that may mean new marketing messages and additional sales training. It may even mean adding sales headcount. An alternative is a multi-channel strategy. Your sales channel may or may not understand or embrace that messaging.

Channels 54

Channels Strategy Customer Engineering 54

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. For savvy sales and marketing professionals, these are selling opportunities as well. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. What’s it take?

Revenue 113

Revenue Forecasting Commission Telecommunications 113