Train Your Sales VP

How to Train Your Sales VP

A Survival Guide for Marketing Execs – Part 2 of 3 Many companies go through a growth phase when they become sales-driven, resulting in a very strong sales culture from the top down. If not carefully balanced, that culture can become so dominant that it hinders the development of other functions which are essential to […]

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Marketing Strategy

Why Does Good Strategy Matter to the Bottom Line?

Strategy is fundamental to the success and sustainability of all organizations. It is about seizing opportunities and knowing which not to pursue, all while mitigating risk. Develop a Marketing strategy that stands the best chance of delivering on your current and FUTURE performance, productivity, and profit targets. A good strategy is designed to drive long-term […]

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Critical Thinking

CRITICAL THINKING AND PROBLEM SOLVING: DO THIS FIRST IN SALES!

Has this ever happened to you? You offer a perfectly good, logical solution that meets your buyer’s needs. But the buyer says “no.” It just doesn’t make sense. Stupid buyers… Or maybe it’s not that buyers are illogical, stupid, fickle, or wrong. Maybe you aren’t solving the problem they want to solve. Maybe you’ve allowed lazy […]

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