The step that will add 5% to your bottom line in 2012
February 1, 2012 by Jennifer Azara
What if your company could add 5% to its bottom line this year? Don’t look to Sales or Marketing for this one — turn an eye to Finance. More…
February 1, 2012 by Jennifer Azara
Getting the most out of every customer: It’s a matter of metrics
January 27, 2012 by Bob Hill
All customers may have been created equal, but they don’t have equal value to you. In fact, some may not be worth your time at all.
Why growth plans could expose you to antitrust troubles
January 9, 2012 by Jennifer Azara
Driving new revenue is assuming a top spot on 2012 priority lists for your peers of all sizes and in most industries. But what if the moves certain departments make to help grow your business unknowingly expose your company to some expensive problems? More…
The hidden revenue killer
November 14, 2011 by Bob Hill
In a recent New York Times interview, the head of a major pharmaceutical maker reveals one of the most valuable business lessons he’s ever learned about focusing on revenue and results. More…
But when will they open your email?
October 7, 2011 by Charlie Walker
Most savvy marketers have figured out the best time to launch an email blast – Thursday at 10 a.m., or Monday at 8 p.m., for example. More…
Creating demand: The key to thriving in a down economy
October 4, 2011 by Ken Dooley
The strategy of proving to the prospect that your solutions are better than the competition’s may not work, because demand may evaporate in hard times. A better step: creating demand.
How — and why — to track your close rate
September 2, 2011 by Ken Dooley
For starters, salespeople who don’t keep score also don’t work as hard.
$50 billion question: Why do customers bail?
June 20, 2011 by Charlie Walker
There’s proof: Research shows a direct correlation between a company’s ability to manage customer experiences online and the revenue that company generates. More…
Which type of comp plan is best for your business?
May 30, 2011 by Bob Hill
Every business is different, which is why one-size-fits-all bonus plans rarely have the desired impact, long-term.
Video: The low-cost marketing trend that pays
April 7, 2011 by Bob Hill
More and more companies are making the transition to visual media, because it costs next to nothing and the ROI is substantial. More…
5 Reasons Even the Best Sales Teams Fail
March 22, 2011 by Bob Hill
A well-known business specialist breaks down the most common pitfalls today’s sales organizations face. More…
9 questions every sales pro must be able to answer
February 22, 2011 by Bob Hill
Sales leaders who expect to win more business make it a priority to learn (and teach their teams) the answers to these nine questions: More…
Want to boost profits 10% to 15%? Start offering gift cards
January 11, 2011 by Bob Hill
A small loophole in the gift card industry could mean major revenue for any sales organization that offers cards to customers. More…
Salaries on the rise: Should your company boost them too?
January 4, 2011 by Bob Hill
Companies nationwide expect to increase salaries at an average clip of 2.8% in the year to come, according to a recent study. More…
4 keys when having ‘the talk’ with reps about the economy
August 10, 2010 by Bob Hill
The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers. More…
How much the phrase ‘The network’s down’ costs you
August 9, 2010 by Jennifer Azara
A 1% chance of rain may not sound like much. A 1% loss in your company’s annual revenue on the other hand … More…
3 hidden metrics that unlock profits, sales
July 6, 2010 by Bob Hill
These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue: More…
7 common traits of highly successful companies
March 30, 2010 by Bob Hill
A renowned business expert breaks down what 400 of the fastest growing companies in America have in common. More…
Sales secrets of 3 companies that thrived during the downturn
December 22, 2009 by Bob Hill
More than 50% of sales managers say the biggest obstacle to closing is buyers’ shrinking budgets, according to a recent PBP Media survey. These three companies aren’t only immune to that obstacle, they’re thriving on it: More…
