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There's a coolness factor for having a mobile app. After all, mobile marketing is often part of many inbound marketing plans, and apps are awesome, right? With all the hype about mobile usage and the convenience of mobile apps, you might think every company needs one. Well, think twice about making that investment.

If you’re in the role of salesperson yourself or you’re footing the bill for a sales team, how do you know what selling skills training is best? What skills are actually “trainable” and how will your investments in sales training pay off the most?

Does your company have a strong sales process? Most small businesses don’t because often times the leader, the entrepreneur-CEO, has exceptional talents in some kind of technical background but doesn’t understand how to build a sales organization...and frequently doesn’t have the interest to create one. This article is about how your sales process can impact your people and the effectiveness on your sales organization.

Earlier this year WebStrategies conducted proprietary research focused around how consumers living in the Richmond, VA area interact with the internet and how they shop for products and services. The purpose of the survey was to gain a deeper understanding of how consumers use various media resources when they are shopping for products and services, and share this information with the local business community so they can better serve their customers.

In a recent post, Small Business Salespeople – a Formula to Follow, I outlined 5 important elements to a successful sales program for smaller businesses. This article focuses on one of those elements – having the right sales incentive compensation plan that helps to create a motivating environment.

Small businesses struggle to find and retain good salespeople. This article points out five important elements for salespeople to contribute to the growth and success of small businesses.

In most industries there’s no lack of competition, which means professional salespeople need to up their game. How does a sales professional selling into the B2B space up their game? One of the ways is to avoid doing things that frustrate buyers – avoiding the 7 deadly sins of sales.

When you’re in a selling situation, it’s often uncomfortable to ask for the sale - it just doesn’t feel right and makes you feel like just another pushy salesperson.

I read another sales book recently that’s had a major impact on my methods for asking questions in selling situations. The book is “Spin Selling” by Neil Rackham. Neil conducted a major research project over multiple years to determine the optimal selling approach for large sales situations. If you’re in the B2B selling arena, this book should be a must read for you.

Over the last 11 years in the marketing space, we've identified two over-arching reasons why some marketing plans don't work. The first is a failure to adequately measure the lead and lag metrics of a campaign. The lead metrics are those actions that might ultimately lead to a qualified prospect or a sale. The lag metrics are the bottom line - leads generated, sales made, email signups, etc. You get the idea. The second reason is a failure to understand what is important to the customer. Think about it - how can you effectively communicate and motivate a buyer to consider you if you don't know what's important to him/her.