The days of simply providing a product or service to satisfy the needs and wants of the prospect are fading. Many sales organizations find themselves operating on a whole new landscape of fierce ...

Now that we know that 85% of B2B customers use the Internet at some point during the buying process, why is it that so many business executives still contend that online marketing "doesn't work" for ...

Three out of four B2B companies take four months or longer to close a sale with new customers, according to data from CSO Insights (via Marketing Charts). A primary reason I see for this is that the ...

For Internet of Things success, channel partners need to be patient and have the right kind of sales team in place. That's what several partners have told CRN as they've noted that the end-to-end ...

There is no shortage of technology vendors who claim they can solve an organization’s workflow, collaboration and data challenges. Adept sales professionals from these firms listen to prospective ...