13 Apr 2016

This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself alive in case help arrives. Using all the tools in his mental toolbox, and with no way to communicate with NASA, he engineers methods to keep certain death at bay until the nex...

13 Apr 2016

Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not nece...

13 Apr 2016

Cierra Wilde Once it comes time for a business to establish an online marketing campaign, there is only one area that is truly important: return on investment. Businesses will often neglect the benefits of a digital marketing campaign, because they believe that these strategies will affect their profit margin in a negative manner. However, digital marketing has been proven time and ...

13 Apr 2016

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find and vet potential new hires; they also need to invest at leas...

13 Apr 2016

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why th...

11 Apr 2016

Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business. The sales-verse is inhabited by better-educated customers these days, and we have innovations meant to streamline the getting and keeping of business...