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The fine blending of skill and automation can be illustrated with drivers and automobiles. In the early part of the twentieth century, for example, “automation” was crude: many cars had to be started by cranking them from the front. Once started, the driver had to know where the gears were, how to operate a clutch, ...

Twenty years ago if you’d polled a sales force on the future of sales automation, you probably would have been met with rather frightened stone silence. Salespeople saw their jobs completely disappearing, replaced with computerized selling and purchasing systems that required no human intervention whatsoever. And it was certainly imagined and even tried by some: ...

In some companies it’s obvious, in others it’s more subdued. But it’s normally a constant situation: marketing and sales just can’t see eye-to-eye. They snipe at each other, each criticizes the other to management, and in some measure, each is deemed responsible for the other’s perceived shortcomings. “Marketing isn’t giving us enough leads!” cries the ...

In this age of inbound marketing where quality content is said to be king, it’s logical to think that cold-calling is dead. In fact, this is a widespread myth that’s penetrating sales at every level. But is it really true? Well, it depends on your tactics. You see savvy businesses and sales teams are reaping ...

We are truly proud to be a part of the Pioneers Festival 2013. Pioneers Festival is a smarter SXSW event for entrepreneurship and innovative future technologies. Attendance at Pioneers Festival puts you in front of a large number of many influential people from your business for a short space of time. Do not waste it! Try ...

Two of the biggest marketing challenges facing your B2B business right now are: B2B lead generation strategy Lead enhancement for the leads you generate. Not all leads are equal. Some will be mere inquiries that quickly peter out because they were just curious and had no real need for your products or services. Others will ...

Do you need to excel in sales pipeline management? Are you wondering how to build a sustainable sales pipeline? Today a sales pipeline management is essential to a smoothly functioning sales force. Considerable time and care should be taken in its creation, for it is as essential to your business as a business plan or product ...

It’s an age-old argument that still persists today: is sales an art or a science? The old timers will firmly argue the former, and the modern-day salesperson armed with the latest iPhone and steeped in technology will often argue the latter. It will be found that both are true for a sales force—but only in ...