Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. In a recent Sandler Research Center survey, the topic of client retention deservedly received significant attention. In the survey, sales respondents worldwide were asked, “What percentage of your sales ... Read Post

While physical and digital shops are very common in B2C operations, it’s a very relevant (and underused) strategy for B2B sales as well. You can quickly and easily communicate your brand and product, potentially scoring you a whole host of new customers. Whether you set up in a physical location or online, the following tips ... Read Post

You might be surprised to know that commission-only door-to-door sales is still a thing. In fact, there are entire companies that use this as their primary marketing channel. It’s an industry that burns out its salespeople quickly, which may be no surprise. What is surprising is that many B2B companies rely on cold outreach prospecting, ... Read Post

Whether we work within a large corporation or attempt to sell to one, we need to simplify doing business.  One sales training quote commonly used by sales trainers is forever in my mind.  However, I don’t recommend using it: “Keep It Simple Stupid.” You can believe that shivers went up my spine when I heard ... Read Post

Every industry suffers from cyberattacks. There could be many ways that a business undergoes financial losses due to cyber threats like DoS, phishing, malware, SQL injection, and more. Digital marketers are no exception to cyber threats as well. Not only do they need a Virtual Private Network (VPN) to protect their online activity, but to ... Read Post

If you have always wondered how to start a successful online t-shirt business, you should know that it is actually a fairly easy way to make money. There was a time when you needed a very expensive printer and a warehouse or store filled with t-shirts to run such a business. But these days anyone ... Read Post

The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year). But these particular KPIs are actually lagging ... Read Post

Occasionally, I read selling advice so off-the-wall, so misguided, and so dangerous that I smack my head in disbelief.  Here’s an example from an Inc. Magazine article titled, Recruiters, Share Can’t-Miss Interview Questions to Disarm Candidates. “We interview candidates for both our internal company and for clients throughout the US. If someone is interviewing for ... Read Post