Sales and marketing

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” Here's why.

Isn’t it ironic: Too often, we ask prospects and customers to invest their time in us. Yet we haven’t invested the time to earn their time.

Alternative online lenders can help small businesses seeking loans. Pitfalls can include higher interest rates & hefty fees but some options are doable.

Complex B2B sales involve more people in the process–both directly & indirectly. In B2C, we typically deal with one or very few decision makers.

If your company insures itself against cyber attacks, malware & ransomware, can you relax your security measures? Capgemini explains.

Many small businesses believe you can use nurturing emails alone to gain access to new prospects. That’s just not how it works. Kendra Lee explains why.

Awareness, respect and trust are critical, but they are insufficient to drive customers to change or to buy.

I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned. That's a dangerous reality.