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After decades of supporting excellence in business communications, I noticed that presenters’ problems fall into one or more of four key areas. 4 Points of Connection is a path to presentation success--simple, creative and personalized.

In this article, we’ve shared some of the ways big data will impact our sales strategies in 2017.

When you first start a company, you have immediate priorities. If you don’t make building a sales team one of the first of those priorities, you won’t make it very far at all as they’ll be no revenue. When you first start up, how can you ensure you’re building a sales team that will truly ...

One of my clients was griping about their sales team last week. His chief complaint was that his salespeople were being unrealistic about their pipelines. Specifically, they were inflating how much potential business they were working on. Once a salesperson had an appointment with a prospect, she was sure it was just a matter of ...

Offices, desks and desktop computers are still with us, and every day employees dutifully report to and use them. But in many industries salespeople do best when not tied to desks—when they can be out, about, taking meetings, doing product demonstrations, and making closes. Despite the ever-presence of the office cubicle, the future was long ...

The adoption of AI in sales is accelerating faster than most executives realize. According to the latest research from Gartner, Forrester, and industry analysts, 81% of B2B sales organizations are actively experimenting with AI tools. Yet adoption varies dramatically: 41% have deployed AI-powered solutions into production, while only 19% have rolled out built-in AI features ...

Sales prospecting remains the most time-consuming activity in the sales process. On average, sales reps spend 22% of their week on prospecting—yet 70% of cold outreach never generates a response. AI transforms this equation by automating routine prospecting tasks and focusing human effort on high-probability opportunities. In this step-by-step tutorial, you’ll learn exactly how to ...

The mining industry is having to change in its approach to sales,  moving away from its traditional focus on transactional selling and instead leaning into consultative selling. In recent interviews with sales leaders across the mining sector, it’s clear that the combination of changing buyer behaviors, digital transformation, and evolving market demands is forcing a ...