We never discuss pricing until we have a solid working relationship with the prospect. Here’s how it works….”. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Nancy looked at Jim and smiled. Jim, we sell very complex and expensive products through many sales channels and partners. You know that.”. We can actually add more qualified opportunities to the top of the sales funnel with Self-Service Pricing. hope you enjoy it! MORE >>

For new service start-ups, there is a lot of hard work ahead so be smart about. Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. For those with high hopes of quick success with a big cash out however, I encourage them to check out Nick Carter’s new book “Unfunded - From Bootstrap to Blue Chip&#. doubt it. The Skinny. MORE >>

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. It’s been an extremely hot summer here in Maryland with many days exceeding the 100 degree mark. 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. They are the unsung heroes of summer. Labor Scheduling Software. The variables in Labor Scheduling are endless. MORE >>

B2B marketers depend on these offers for a reason - they work. The reason they work is that they meet the 5 criteria of a strong call-to-action. Specifically, for a call-to-action to work effectively, it: 1. 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”. over sales pitches. MORE >>

Her work has appeared in myriad publications including Inc., Before joining Software Advice in 2012, she worked in sales management and advertising. Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. The project called the “2012 B2B Demand Generation Benchmark Survey” asked 156 professional marketers which channels are most productive for producing a high quantity of leads, and which produce the highest quality prospects. 26 to Nov. MORE >>