You may have heard the increasing buzz from your marketing department about “IMA”, or “inbound marketing automation.” But what exactly does it mean? And why all the hype?  . To give you some context, inbound marketing is about optimizing the availability of your content. Together, you get inbound marketing automation (IMA). MORE >>

There are 21 NFL Hall of Fame coaches , yes, just 21.  As we start the playoff run of this NFL season, we are reminded that winning championships not only takes great players on the field, but also great coaches and leaders. The question often asked is – are great coaches made or born?  What’s required to make “Hall of Fame” sales coaches?  . MORE >>

With all of the SEC’s available resources, it can be tough to know where to begin—so why not get started with some Financial Services fan-favorites? We compiled a list of the most downloaded SEC resources that your peers in the Financial Services and Banking industries are using to help them excel at their jobs. Replicating the New High Performer. MORE >>

I’ve been getting a large number of M&A-related questions lately, specifically on how to integrate two different sales forces, the challenges posed by new or changing roles and responsibilities of reps and managers, as well as the shuffling of accounts that normally accompany a merger. Customer-level M&A Considerations. MORE >>

We’ve all seen sales calls that progress with graceful momentum, and others that crash and burn. Chances are, the customer and rep are in sync and on the same page in those commercial conversations that end on a positive note. But when the buyer and seller aren’t in line with one another, the call goes off the rails and into the “deal graveyard.”. MORE >>