In a ruling that could have far-reaching implications for how broadband providers manage their networks, federal regulators ordered Comcast to change the way it manages internet traffic and be more transparent about its practices. The Federal Communications Commission ordered the change on a 3-2 vote today. See...
Joan Kratz, senior vice president of marketing at Premiere Global, discusses how to manage people and technology to align sales and marketing teams with the goal of improving the overall sales process.
Need to whip together a business plan? How about a resume? Business cards? A cover letter? Google's new templates for Google Docs make it fast and easy to create all kinds of documents. You'll find over 300 templates available for text documents, spreadsheets,...
The Find: The economic news may be moving from bad to dreadful, but at least some folks don't have to worry; one recruitment company has identified the top five recession-proof jobs. The Source: A study from Washington, DC based recruitment company, Jobfox. The Takeaway:...
The Find: One Harvard Business School professor crunches the numbers and comes up with a startling conclusion for those in the media biz: forget the long tail, aim for the occasional and old fashioned blockbuster. The Source: An alaysis of sales patterns in the music and home-video...
If a great salesperson can sell an air conditioner to an Eskimo, Joy Mangano can sell clothes hangers to a nudist colony. Mangano is a home improvement megasaleswoman on the Home Shopping Network, and her technique, along with other top sales folks on the channel, were recently...
Jason Ferrara, vice president of marketing at CareerBuilder, discusses how his company aligns sales and marketing. He also talks about how Savo Group's on-demand sales enablement software has helped sales reps at CareerBuilder manage their assets and competitive data.
The National Association of Realtors reached a settlement with the Justice Department yesterday to offer discount brokers who offer cut-rate commissions -- particularly those working on the Internet -- access to the multiple listings services that are the backbone of the industry for traditional brokers. The suit charged that...
The whole point of Marketing is to make selling easier. Unfortunately, many marketing groups think their job is to "drive" sales. As a result, they waste big bucks on nonsense and fluff. That increases the cost of sales, which inevitably results in...
Unless you're psychic and know when a prospect is going to pick up the phone, you're going to be leaving voice messages sometimes. Here's how to up the chances that your target actually calls you back. Step 1. Research. Figure out...
"I hate being in Sales," a woman recently confessed to me. Even so, she's pretty successful, and was recently netting $40,000 a month in commissions. But here she was, telling me that she hated the very job that she was so good at. This surprised...
Mark Sellers, author of "The Funnel Principle," discusses the three elements of the BuyCycle Funnel, a commitment-driven model to replace the traditional sales funnel.
Mark Sellers, author of "The Funnel Principle," explains how the traditional sales funnel is flawed and should be replaced by what he calls the "BuyCycle Funnel."
Sales managers are always insisting that sale reps should sell high, but that's not always practical. Some organizations push buying decisions so far up the chain that nobody except a CEO is likely to get face-time with the guy who's got the cash. The most obvious...
