Sales & Marketing

Here you will find insight on marketing your business and how changes today affect what you can do tomorrow. Our specially selected bloggers deliver actionable information on our sales and marketing blogs, helping you continue improving and growing, while consistently making the decisions that allow you to easily do more with less. These marketing articles differentiate themselves from our sales articles, identifying the advertising and public relations programs associated with business marketing in relation to the interpersonal aspects of selling. All of our sales and marketing articles dig deeply into the strategies for making your marketing and sales teams stronger.

  • What B2B e-commerce can learn from consumer retail

    What B2B e-commerce can learn from consumer retail

    The world of consumer retail is in the midst of rapid transformation. Traffic in brick-and-mortar stores is decreasing. Consumers are moving away from shopping malls. Traditional advertising—whether via direct mail, TV ads or newspaper and magazine ads—is losing its relevance. Meanwhile, e-commerce is on the rise. In 2010, e-commerce accounted for more than 4 percent of

  • What CEOs need to know about social media for 2017

    What CEOs need to know about social media for 2017

    Businesses large and small use social media to boost their brands and create connections. According to research conducted by LinkedIn, 81% of small and mid-sized businesses are currently using social media. This high adoption rate makes sense—social media gives marketers the ability to get in front of a large audience at the right time. It

  • How much should you spend on marketing in 2017?

    How much should you spend on marketing in 2017?

    For years, companies have fervently debated how much they should spend on sales and marketing. Indeed, it can be difficult to find relevant benchmarks when establishing sales and marketing budgets. In my experience, most companies — especially those in the B2B space — focus on sales and underspend on marketing. However, research indicates that marketing

  • Why your sales strategy needs ‘ice’

    Why your sales strategy needs ‘ice’

    What is the no. 1 responsibility that CEOs have in the sales function of their companies? The answer came to me while shopping with my wife. She excitedly showed me a metal cup and passionately conveyed why we both needed one immediately. Then she informed me that the cups cost $40 each! I assumed she’d

  • How marketing intel can improve your bottom line [video podcast]

    How marketing intel can improve your bottom line [video podcast] video Podcast

      Does your company have marketing intel? If it doesn’t, you’re missing out on some critical information about your customers, says Dave Mastovich, founder and CEO of MASSolutions, a Pittsburgh-based agency that specializes in marketing and sales integration. Marketing intel, he explains, answers three critical questions for companies: How did your customers find you? Why did

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