Frank Cespedes: How to Build and Manage Your Multi-Channel MarketingRead
Frank Cespedes teaches at Harvard Business School. His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” (Strategy + Business), “a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes). His new book (Harvard…
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Laurie Page: “Calling Should Ultimately Be Part of Your Touch Cadence”Read
Laurie Page is the Managing Partner of The Bridge Group, one of inside sales pioneers and proponents. She's the thought leader in her field, an expert at developing strategic initiatives and tactical implementation plans.
Peter Caputa Interview – The DataBox CEO Shares How to Prospect C-Levels BetterRead
Are you struggling with prospecting to C-level? Peter Caputa, Databox CEO, told us what exactly SDRs are doing wrong and what should be changed immediately.
Mike Schultz Interview – Lead Generation Market Trends in 2018Read
We talked with RAIN Group President, Mike Schultz, about lead generation market trends, trending prospecting tactics and strategies.
Sales Specialization – Can We Survive Any Longer Without It?Read
As B2B buying cycles are getting longer and involving more decision-makers, sales specialization becomes increasingly essential to the success of a company. Instead of retaining jacks-of-all-trades, prosperous organizations choose to assign different tasks along the pipeline to trained professionals. We, at CIENCE, are sales specialization devotees and practitioners. And we strongly believe that the distribution of various selling roles among different…