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All companies know that information improves marketing campaigns, but what’s more important is the data collected as it improves customer experience. Every marketer will sell you the “content is king,” but without data, your efforts are wasted on content that will be irrelevant. Data gives companies an understanding of the customers mind and how they ...

In our continuing series on the pain points of sales management, we have explored the pain categories of sales management, the primary pain point of being a sales manager, the technology that sales management really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2 ...

I am pretty sure I came out of the womb a salesman. Selling has been my passion all my life and it has provided not only financial freedom and security, but incredible relationships with people I otherwise may have never met. I’ve always been successful at sales and have invested a lot of time and ...

This is certainly the era of Big Data — so much so that storage device capacities constantly expand. We’re now up to multiple terabytes with no end in sight. But just because all of that data is available, and we now have ways to store it, does that mean we should access and try to ...

New buyers in contemporary markets are more empowered than buyers in the past. And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information ...

For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. ...

Secrets of Persuasive Behavior Part 1 Persuasion is a word that is very often misunderstood. People associate persuasion with high pressure sales or manipulation. When I talk about persuasion here – I’m talking about assisting your clients in doing what’s in their own best interest. The ability to persuade your clients is critical in any ...

Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 percent of sales professionals actually meet the quota. Process ...