Ego is a silent killer of sales and marketing teams. Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. No one gives a s**t about you or your company. MORE

What can a proposal generation tool do for you? Imagine that you are a sales manager. You are gazing out through the glass windows of your plush office across the vast expanse of desks where your sales force performs their in-office tasks. Being a good manager, you periodically get out from behind your desk and walk around just to see what everyone is up to. Out on the floor, you notice that many desks are empty. That’s a good sign, you think to yourself. Those guys are out selling. MORE

Born in the heart of Switzerland surrounded by the Swiss Alps, Dick Williams knew what it meant to live the “good life”. He never had to worry about how he’d pay for his education: his parents paid for a private tutor at a Swiss boarding school, teaching him to speak fluent French & German. He never had to worry about “getting his name out there”. He was born to Charles Duane Williams, the founding member of the International Tennis Federation — and direct descendent of Benjamin Franklin. MORE

Data drives insights that empower marketing leaders with the intelligence to make sound decisions. The best B2B marketing ops leaders identify key performance indicators that are critical to business success. They build reporting and systems strategies around those metrics. MORE

Would you like to have more customers, web visitors opting in, and more “Buy Now” button clicks? If so, do like Hollywood–use stories to sell products and services. You don’t have to think long about it for it to make sense. MORE

What You Don’t Know about Discovery that Kills Deals. Why should the kids be the only ones who benefit from camp? Here is your invitation to attend a camp you can enjoy that also leads to better sales and selling. THIS AIN’T NO WEBINAR! This live coaching based on real discover calls. MORE

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. It was quite a long series, but I’ve had a lot of interest in it. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ? MORE

Article Sales Strategy SBI for SMB Buying process buying stage crossing chasm influencer meeting major interaction marketing support Sales Force sales process MORE