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

Matt’s App of the Week: Doodle

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. Coordinating meetings is enough of … Continued

You are a thought leader

Don’t worry about followers or retweet or likes or page views. None of that really matters anyway. What you know, what you’ve learned, what you believe – that’s what makes you a thought leader. What you’ve done is worth its … Continued

“How I Work”: Amanda Kahlow, founder, 6Sense Inc

“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony Iannarino, Dave Brock and Trish Bertuzzi) participated as well. Periodically moving forward we will feature a new B2B … Continued