Mobile Drives In-Store Sales 

For years, mobile thought leaders have held out the promise of higher in-store sales thanks to various integrations and buying efficiencies. And, for certain platforms, that promise is finally being realized.Promoted Pins do seem to get people to buy more in-store, according to a new study conducted by Oracle Data Cloud.Using its $3 trillion in[…]

Online Sales Hits Record 11.1% Of Retail Sales 

According to Forrester Research, by Sucharita Mulpuru, US online retail is expected to reach to reach $373 billion in 2016. That figure will grow to more than $500 billion by 2020. The study explores the drivers of online retail sales growth in the US and the challenges the industry faces in the years to come.US online retail sales topped[…]

Career path from programming to sales

Constant change, challenge and unrivalled compensation opportunities make sales a particularly attractive career option.But if you’re a software developer, engineer or other technical professional, sales may seem unfamiliar or even intimidating. Fortunately, this career path is well traveled.Download the May digital magazineCover story: How analytics transforms IoT data into business intelligenceREAD NOWLearn from those who[…]

Shoppers more frequently buy products when they see a ton of ads 

People are more likely to purchase products when brands target them with ads across numerous channels, according to a new report from Fluent.These channels include television, print, and online ads, as well as newer formats such as Facebook and Twitter ads. And if a shopper sees ads for the same products across a majority of[…]

Why Budget Doesn’t Matter in B2B Selling 

Jamie, the CEO of a technology company, approached me for help to figure out why his company could not grow beyond their existing level. His company was struggling to maintain their profit margin. They also found that their sales cycles were taking much longer than they could tolerate. Finally, they were frustrated that their clients[…]

Have you changed your Punctuation?

I recently overheard a coaching session focused on a sales call. When I heard the coach state “..we need to change our punctuation from ! (Exclamations) to ? (Questions)” I began to think about his point. As sales professionals, what would the impact be if we spent more time asking questions as opposed to exclaiming[…]

The Best Time to Call Prospects, Based on Data From 100,000 Calls [Infographic]

Have you ever called a lead on a Tuesday morning and heard nothing, but tried that same lead two days later and they responded back almost immediately? That’s not luck — there’s some science behind why this happened. According to research from James Oldroyd and, effectively reaching out to prospects comes down to one[…]