While it's not strange for a large patent holder to sell off patents, IBM's method is raising some eyebrows.
When your customer base gets accustomed to discounts, they do two things that hurt your bottom line.
Five ways to get your sales and marketing teams to work together on content that will help you close deals.
You must live a life where you cross lines and push limits. You must commit to and demand to create success in your personal life and business.
If we think of attention as currency, it represents something of a commodity -- highly valuable but limited in supply.
Even though you can't make a customer buy, you can at least know how your site can meet the specific need that the customer has at any given point in the buying cycle.
Are your sales reps actually ignoring what could be a great money-making tool?
If you want to prevent a lack of senior executive involvement from becoming a client relationship-wrecking ball, consider implementing these three account-retention practices.
Set up a rhythm, send fewer emails and focus, believe it or not, on Feng shui.
Without a goal and measurement system in place at the beginning, you can't possibly ascertain success.
When selling to highly competitive or secretive industries customer referrals can be hard to come by but that doesn't make your company second-rate by any measure.
To be of strategic importance, human resources needs to understand the company thoroughly and apply key skills.
You can take it slow as the weekend nears. Just don't stop.
Sellers have an incredible opportunity to learn from their losses by asking their buyers a series of simple questions, in an authentic manner, during the post-mortem process