Danny Wong

Don't stop once you've put in the work to create a solid set of buyer personas; there's still more to do.

Sales and marketing professionals are up against dwindling attention spans. But they've got new options to try, as well.

In a world where 70 percent of B2B buying choices are based on how customers rate their treatment, it's crucial that inbound sales teams take ownership of the customer experience early on.

Closing the deal these days isn't enough. You may need to assign your B2B sales team some dedicated "customer success" representatives.

The very structure of your goals may need to change, as may your sales employees' incentive plan.

Product demos don't have to be rote exercises. Instead you can weave in storytelling and videos that address your buyers' pain points.

One study indicated that 64 percent of field reps' time is spent outside of their core function. That's not smart.

The chatbots are coming, the chatbots are coming! So is software that can monitor social media for mentions of your company -- and so much more.

You may be expected to create an organizational architecture and to train your sales reps. Here's how to meet that challenge.

Ah, the many obligations vying for your time! Correlated data trends, custom content and getting help with on-boarding are solutions.

Ask yourself, "What is the one task I can perform at each stage of your customers' journey that will make them more likely to buy from me?"

The best of these companies have experienced meteoric growth, not just because of their products, but because of the innovative strategies they incorporate into their sales processes.

Who could foresee that a hotel brand would end up selling Simmons mattresses for home use? What's your great sales idea?

Made up your 2017 goals yet? Devote some time to thinking about them in earnest and how to use them to improve performance.

After crunching your own numbers, you're guaranteed to uncover new and unique ways to grow your business.