The book details 10 essential steps that can accelerate sales for companies large and small. As a seasoned sales professional I kept thinking that his points were common sense, but I still see very few companies using these tactics to adapt to the modern buyer. I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS. It’s simple. MORE >>

While most people get excited talking about their vacation destinations, there is no rest for the folks that have to manage all that time off for large companies. I’ve worked for large companies in the past, and I never realized the effort that goes into balancing associate time off with company objectives…until I talked with Terry Schilling at Tugboat Software. Tugboat Software specializes in Labor Scheduling and Vacation Scheduling Software for medium to large companies. They are the unsung heroes of summer. Labor Scheduling Software. Is it Fall yet? MORE >>

They think that a company must convey its value proposition before it provides any pricing. Since product details are readily available without engaging a company’s sales organization, many prospects use pricing during the Awareness and/or Research phases to pare down a short list of potential providers. Once again, the MarketingSherpa/Enquiro study revealed the following: Price papers will vary from company to company but they all share common traits. The primary information is specific pricing for products or services the company sells. Summary. MORE >>

Since most B2B companies do not sell products directly on their sites, the first goal should be to sell the sales conversation , not the product. Are you looking to generate more sales ready leads on your B2B website? As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Tasks that were handled by sales (presentations, customer references, etc.) Take a look at your B2B website. Just give me a holler. MORE >>

For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. MORE >>