Forward-thinking companies tend to provide their sales reps with specific characteristics of their ideal client and how to get the most out of existing accounts with regard to upselling and cross-selling. Then there [.]. MORE >>

Your sales teams need it to prospect, cross-sell and upsell. And your marketing teams need it to create viable campaigns so your sales team has a message to sell. Like it or not, data fuels the engine of your business. With that in mind, what exactly are you doing with MORE >>

With database marketing, post-sales contacts become important for cross-sell, upsell and retention. Summary: marketing has shifted steadily over time from passive to active consumer engagement. Social media is the latest stage in this evolution. Of all that research I mentioned last week , two pairs of facts stood out. authority. MORE >>

The end-goal should always be focused on new customer acquisition or existing customer lifecycle extension, upsell or cross-sell. Lead nurturing is not a one-size-fits-all endeavor. And, they're correct. That's exactly what lead nurturing should accomplish. This said, lead nurturing comes in more than one flavor. MORE >>

Maybe it's me, but I keep wondering why the selling process is so different than the buying process. It's simpler to frame in thought than execution, but the goal is to get buyers to buy and somehow selling doesn't match up. Demographics - who we've decided we want to sell to. Need - defined project. MORE >>