Matt’s App of the Week: FirstRain

This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. In particular for sales reps … Continued

B2B Reads: pesky millennials, kindergartners & top execs

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add … Continued

Are great salespeople born or made?

The answer, of course, is both. Over the past couple years, I’ve found that the single-best indicator of a sales rep’s likelihood of success with a new company is results from their personality and attribute tests.  Past experience isn’t always … Continued

Cash for demos – good idea or tacky?

At a conference last week, one particular vendor’s booth was covered in cash.  Curious, I stepped up and asked why. I expected it to tie into an analogous pitch for their services.  I expected the cash to be primarily a … Continued

Matt’s App of the Week: MobileDay

This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Giving everyone who needs to … Continued

Don’t be the taco truck

To win, you need to either be better or cheaper.  Being cheaper is a tough game.  Most businesses try to be better. But demonstrating and earning the premium for being better can be tough.  The buyer’s expectation is often based … Continued

Seven LinkedIn sales enablement best practices

Driving consistency, quality and habits across an enterprise sales team (or even a smaller inside sales squad) is often easier said than done.  Even though, for example, it’s easy to justify a dedicated focus on LinkedIn best practices to help … Continued

Work the funnel, but sell to the buyer’s journey

It’s become trendy in B2B circles to say that the funnel is irrelevant.  That it isn’t valuable as a tool to track buyer behavior and the sales process. Poppycock! The sales funnel hasn’t just now become irrelevant.  It has always … Continued

The ultimate guide to event-based content marketing

Simply put, if you’re not actively leveraging content to accelerate the ROI of your events, you’re missing a huge opportunity. Too often, when people think about events, they simply consider & plan for the event itself-  The booth, the room, … Continued