Is the officeless world inevitable or overblown? That may yet be determined, but managers should be adjusting to the work-from-home trend whether it’s temporary or permanent, and no matter if it’s for part of their team or companywide. Valuable lessons have already emerged from the few months that nearly everyone who is still working has been doing so remotely. Our special report covers these important topics: How companies are building corporate culture when teams are not together Tackling low morale among remote workers (It’s more prevalent than many realize) Fostering creativity from afar What jobs are best suited to remote offices

COVID-19 has upended B2B commerce. Customers are asking for price cuts, flexible payments and freebies. Those businesses facing a significant downturn are pressured to be as accommodating as possible. Is a price cut the right move? What is the long tail of this immediate challenge?

Our collection of stories looks at how managers can help employees cope with the anxiety, stress and other challenges that come with the extended WFH world.

According to Fortune magazine’s list of the "100 Best Companies to Work For in America," 81 percent of workers in companies on the list report that they work in a fun environment. In fact, the variable of "fun" is the most distinguishing variable between those companies who make the list and those that do not. Employees at the best companies are having the most fun and if you make fun part of your work culture, your employees will fare better as well since fun is a proven driver of productivity, results, creativity and better relationships.

There’s a lot of advice "out there" around leading and developing salespeople. But irony is that most advice is focused on improving half of this word: sales. Sales forecasting, sales pipeline management, sales metrics. What’s missing is the last half of the word, which is people.

Technical sales representatives, sometimes also referred to as "sales engineers", are a critical part of many companies.   They work in a variety of industries, such as:  industrial/manufacturing, software, building materials, automation, HVAC controls, telcomm... just to name a few.   In general, they are selling complex technical products or services and they are a merger between the typical sales rep/AE and a technical support specialist or engineer.  It takes a unique blend of traits and skills to be a successful TSR.  

Thought leadership: creating, curating, and engaging on content is foundational to attracting your targeted audience and starting conversations on LinkedIn.   

As companies implement long-term or even permanent WFH policies, managers need to consider how to keep remote workers on track, recognize accomplishments and maintain a strong corporate culture. Our new special report takes a closer look at managing for peak performance in a remote world. We look at what changes managers have made during 2020 and why companies may want to think twice before shifting to permanent remote teams.

The pandemic year has businesses focusing on reaching the right prospects with the right message through the right medium. This Focus Report takes a closer look at companies’ digital marketing transformation. Learn why experts we spoke with say it’s more than just buying digital tools, it’s rethinking the way you’re working. The report includes: Forrester’s survey on what marketing technology companies are investing in Marketing’s expanding role in the sales process Why TikTok is a viable channel for B2B marketing Selling directly without ruining channel partner relationships Breathing new life into virtual events Download this Focus Report to learn more.

Why do executives test and screen salespeople?  How can your sales teams circumvent that process and develop trusted advisor level relationships with those executives? 

The world is emerging from COVID lockdowns, but employees continue to operate differently than they ever used to. Managers are challenged with improving their team’s performance and maintaining a positive workplace culture while most continue to work remotely. Our new report on managing for improved workplace performance addresses issues that are critical to managers of sales and non-sales teams alike. We look at: The future of incentive travel, a key component of many sales managers’ motivation efforts How the pandemic year changed employee recognition Why 2021 requires a new type of sales management Our cover story features insights on motivation and making work matter from Michael Patrick F. Smith, a playwright and musician who worked for a year in the oil fields of North Dakota to test himself and exorcise some demons from his past. Smith has written a book about his experience, and it’s surprising how many of the lessons that he took away from his year toiling as an oil field "swamper" are applicable to managers who work in a completely different environment.

This webinar will teach a three step reverse sales coaching model that helps drive performance and results. Often, we tend to apply sales coaching and training in a very linear fashion; whereas, this webinar will teach a very unique three step methodology that will help sales leaders uncover the following:

We’re all well aware that today’s workforce is very different then that of just last year. Whether your organization is now returning to the office, staying remote, or implementing a hybrid model, there is a need to connect employees together and create meaningful collaboration to support organizational priorities. Plus, employees are looking for ways to stay connected with each other and methods for accelerating their ability to upskill in areas critical to team, organizational and personal success.

In this session we will go through the top ways to get from wanting a more diverse and inclusive sales team to creating one that IS more inclusive, through planning and taking the right steps to success. 

As workplaces become more distributed, managers often find themselves managing remote or virtual team members. This geographic distance sets virtual leaders up to make five critical management mistakes that can reduce productivity, derail teamwork, undermine organizational loyalty, and increase turnover. Without team agreements about expectations and processes, working on a virtual team can feel like floating on a rudderless boat in the ocean.

Four critical fears have proven to be the greatest barrier to improved sales performance. Our experience has shown that leveraging personal power is, by far, the most important factor in addressing the Four Fears and ultimately determines success. Personal power is the single biggest "make or break" factor in performance for any career, sales or otherwise!

We all seem to recognize that sales coaching can significantly improve the performance of your sales force. But as a sales leader, how do you help your front-line sales managers get the best results possible for their time and effort?   

Would you throw a party if your chief financial officer told you "I can account for 94% of our expenses this year?"  Of course not - and yet, when your chief revenue officer says, "We hit 94% of our revenue goal - let’s go celebrate!" your sales team is throwing a big party.  Many CEOs and company leaders hold their sales team to a different standard and tolerate things they would never put up with from other departments.  Often without even realizing it, they accept mediocrity instead of having the sales team they truly deserve.

Today's younger sales reps expect more feedback and coaching from their sales managers. Veteran sales reps want to stay on top of their game but don't want to admit to their deficiencies. And their sales managers are hustling to meet the demands of upper management, worrying about meeting quota and putting out the latest fire. Sound familiar?

With a pandemic raging, a vaccine available but people still cautious, marketing has been highly competitive. It isn’t getting any easier. But you can’t give up. You still need to attract leads, create visibility, excite people to work for you and enhance your company image.  

Corporate meetings and marketing events continue to be confined to virtual experiences. Whether you are crafting an internal event for your entire employee base or a conference to invite all your customers to network and engage with your products, we will provide you with some tangible tips and tricks to help guide your planning process.

Get A Coach | Be A Coach the authors introduce a new framework for coaching that extends the benefits of this powerful tool to the masses. You will see how everyone, at every level of the organization, can get a coach anytime they need one, anywhere they are within the organization and for anything they are doing. Why? So that people can get better results in their job, more fulfillment in the workplace and more growth and development in their careers. For the organization there are also huge benefits: Facilitating knowledge transfer Fostering collaboration Closing the skills gap Establishing real time, on-demand learning

How can sellers break through the noise and differentiate themselves from the crowd?

Is your sales content helping reps close deals? You might not know the answer—and you’re not alone. Many sales enablement pros and product marketers who support sales teams lose sight of their content as soon as it’s released.