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Power Tools What do your salespeople need to succeed? Give them a toolkit that helps them out during every step of the sale.   |
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January 2015
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Why Effectiveness Trumps Efficiency 'Things that increase the efficiency of sales reps are not valuable today.' |
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February 2010
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Avoid the Disaster of 2009 Learn from your failures to fine-tune lead generation efforts. |
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June 14, 2013
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How Big Data Supports Value-Based Selling First-line sales managers must use data insights to nurture sales teams. |
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August 21, 2015 |
Instantly Partners with Viggle Integration of Instantly into Viggle app will increase users' opportunities to earn rewards while enhancing Instantly's measurement of mobile ad effectiveness. |
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April 2011
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Required Reading: Taking the Lead Dan McDade has written a 100-page book titled "The Truth About Leads" in which he says sales and marketing teams must be connected for a win-win scenario. |
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March 7, 2014
Christian Nahas |
Take the Pandora Approach to Lead Management Deliver leads based on past profiles and engagement data. |
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July 29, 2011
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The Sales Lead Paradox Two lead generation strategies and why fewer sales leads are better |
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From Team Member to Team Leader Preparing sales people to step into a manager's role requires clear communication of company objectives, proper support, and incentives beyond a paycheck. |
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September 2014
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Take the Intelligent Route to Lead Generation Sales teams are adopting lead management roles. |
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September 4, 2015
Micheline Nijmeh |
Why Personalization Has Become Critical to the Sales Process With information literally at everyone's fingertips, the best way to stand out is to personalize. |
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October 2004
Jim Dickie |
What We're Not Putting Into CRM Systems As part of this study companies were asked to assess the information needs of their sales teams: What do they really need access to to sell effectively? |
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May 6, 2011
Alex Cohen |
Top 5 Reasons Your Company Should Use Social Media to Improve CRM Low cost and communities top the list |
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May 2013
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Marketing and Sales Need Social Alignment Teams should unify their social media strategies. |
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July 24, 2014
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Salesforce.com Launches Salesforce1 Sales Reach The solution gives sales teams access to powerful marketing tools on the go. |
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December 2004
Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
BusinessWeek
May 14, 2009 |
The Dynamics of Leadership-Team Behavior How managers interact says a lot about the state of a company. |
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July 20, 2011
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How to Bridge the Marketing-IT Divide Frustrated by long IT rollouts, speed-driven marketing teams are taking matters into their own hands. But there are ways CIOs can reach out. |
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December 1, 2007
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Get With the Program Some tips on how to start -- or enhance -- your financial advisory business' marketing program quickly and efficiently. |
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February 2015
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Accenture Calls for Attention to the 'Frozen Middle' Study finds that minor adjustments to a company's average sales performers can significantly raise revenue. |
Search Engine Watch
February 5, 2009
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Integrating Marketing Campaigns with Link Development Companies can often make simple modification to their promotions to develop links simultaneously. Other times, the links already exist from marketing campaigns, but they aren't being utilized for their full value. |
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June 4, 2008
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Measuring the Impact of Multichannel Marketing Web analytics tools can be one powerful component in measuring the impact and effectiveness of an offline marketing campaign. |
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February 2011
Fluss & Rogers |
How to Listen to the Voice of the Customer in a Multichannel World Contact centers and enterprises in general should interact with customers in their channel of choice, either in real time or periodically. These solutions need to create, issue, collect, and analyze feedback through multiple channels, including IVR, Web, social media, email, SMS, and live calls. |
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November 30, 2012
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How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy. |
PHONE+
May 5, 2009
Nathan Jamail |
Forget the Economy -- 3 Ways to Boost Sales NOW Your approach to sales will have a greater impact on your results than the state of the economy. Here are some tips. |
PHONE+
June 26, 2009
Dan Levin |
Take Control of Your Web Strategy Wise companies realize having a rock-solid Web site not only can provide them with lead generation, but also provide them with instant client feedback. |
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August 19, 2010
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5 Essential Steps to Mastering Customer Intelligence Build loyalty, gain a competitive edge, and improve your bottom line. |
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June 19, 2015
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Salesforce Unleashes Sales Wave Analytics App, Updates Marketing Cloud At its Connections conference this week, Salesforce announces tools to help the entire organization. |
Entrepreneur
April 2008
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Get Real If you want to market to women, ground your message in reality. |
Entrepreneur
October 2005
Kimberly L. McCall |
Closer Call Looking for a few good salespeople? There are a handful of traits that will bring your reps the most closed sales and repeat customers. |
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Susan H. Cramm |
Reader Q&A Responses to issues raised by 360-degree assessment programs |
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May 2015
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At Forrester's Sales Enablement Forum, It's All About Getting the Story Right As customers grow more independent, sales must leverage marketing content to become indispensable |
Search Engine Watch
June 25, 2008
Tim Ash |
Uncovering Site Problems for Landing Page Optimization, Part 2 Web analytics on your Web site can help you uncover and prioritize potential site problems. Some additional techniques to discover conversion issues on your landing pages include mining onsite search, or conducting usability testing, focus groups, and surveys. |
Search Engine Watch
March 6, 2009
Gregg Stewart |
Integration in a Decentralized World As a VP of advertising or CMO, where do you start and end your exploration for communication integration and efficiency? Let's start with the basics and move toward the complex to address the questions. |
Entrepreneur
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Stand Out to Your Customers Throwing in some extras adds value to your offerings - and brings in customers. |
Entrepreneur
May 2006
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Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
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August 2, 2013
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Look to Mobility to Broaden Your VoC Capabilities Many consumers use smartphones and tablets more than they do any other medium to interact with brands, requiring companies to create content and communications channels that work effectively through the mobile medium. |
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February 2014
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Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. |
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February 17, 2012
Ashish Gambhir |
Leveling the Playing Field with Social Media Online feedback puts the spotlight on your customer service department. |
Entrepreneur
August 2002
Mark Henricks |
All Work & No Play Targeted mailings and research are in. Client golf outings are out. If you expect to sell in today's economy, you need to stop wasting everyone's time. |
Search Engine Watch
April 15, 2011
Jeremy Hull |
Geotargeting: A Great Local Search Option Breaking out separate geotargeted campaigns is a great tactic that will quickly improve the performance of any national Google AdWords account. Here are four steps to help you get started. |
Inc.
May 1, 2003
Norm Brodsky |
The Sales Commission Dilemma There's a better way to reward salespeople. |
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May 30, 2014
Gregg Schwartz |
Disputing the Demise of Classic Sales Strategies Modern technologies must be combined with tried-and-true techniques. |
Job Journal
June 25, 2006
Bob Rosner |
Working Wounded: Answering to a Sales Team Keys to managing, motivating and harmonizing with your sales team. |
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March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
Fast Company
Evie Nagy |
To Get More Useful Feedback On Your Products, Watch And Learn How Path Does It Cynthia Samanian, product manager at the growing private, mobile-only social network Path, is responsible for bringing together teams in engineering, design, finance, and other departments to effectively implement new features. |
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September 2013
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The Mobile CRM R(evolution) New options move focus from convenience to performance. |
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May 2007
Marshall Lager |
No More Dying by Inches To help reverse the effects of its information malnutrition, a sales team must let its marketing department know what customer data is of value and what is not. |
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December 1, 2015
Jeff Coleman |
4 Ways to Make Your Customer Satisfaction Surveys Actionable To truly understand customer feedback, you need to ask an important question: Why? The only way to do that: follow up. |
Inc.
August 2008
Norm Brodsky |
Street Smarts: It Takes a Company If your best salesperson leaves, how do you make sure you don't lose your best customers, too? |
