Predictable Prospecting

by Mike Hunter

If an organization’s success is driven by B2B sales, its sales force need to be expert prospectors to successfully target, qualify and close business opportunities. This game-changing guide provides the immediately implementable strategies needed to build a solid, sustainable pipeline — aimed at sales and marketing executives, team leaders, and sales representatives. It teaches how… [More]

Sales: Embrace Being No. 2

by Tim Brown and Dan Streeter

In the 2008 Olympics, Michael Phelps won the Gold Medal in the Men’s 100-meter butterfly, beating out Milorad Čavić by a mere .01 second. Literally, in 1/30th of the time it takes to blink, Phelps’s dreams were realized and Čavić’s dreams were dashed. Over the course of a salesperson’s lifetime, it’s inevitable that you will… [More]

Sandler Enterprise Selling

by Mike Hunter

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, one needs a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. The only enterprise selling system based on the proprietary Sandler Selling System methodology created… [More]

Marketing: Live from Mesa Chamber

by RaeAnne Marsh

“Mesa Morning Live” is far from your typical chamber networking event, although it does include a mix-and-mingle, breakfast and a few table presenters. But the core of this successful program that the Mesa Chamber of Commerce puts together every month is informative entertainment that’s professionally produced and broadcast live (and archived on YouTube) for the… [More]

Beyond the Sales Process 

by Mike Hunter

The average executive spends less than 5 percent of his time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies that include Hilton Worldwide, Merck and… [More]

Advocate Marketing

by Mike Hunter

This book shows CMOs, business development leaders, customer success professionals and sales executives exactly how to leverage this powerful approach. Barbara Thomas helps readers make the business case, outlines the strategic requirements, and presents powerful best practices and case studies. Learn from the experience of recognized leaders in advocacy marketing, from Intel and Citrix to… [More]

Outside Help

by Julie Iacobelli

There are plenty of reasons why nonprofit organizations seek the expertise of consulting firms. They may face financial uncertainty, a major fundraising campaign, an extended project or leadership changes that would benefit from a third party’s professional insight. Additionally, they may seek counsel during program or organizational expansion to help identify and align new opportunities.… [More]

Coaching for Fundraising Success

by Richard Tollefson

Though they possess innate fundraising instincts and a passion for their nonprofit missions, Kristin Priscella and Annet Ruiter admit they weren’t necessarily born fundraisers. Priscella, Arizona Science Center’s chief operating officer for external affairs, started within her organization in a marketing capacity. Ruiter, vice president of external affairs for Planned Parenthood Arizona Inc. and Planned… [More]

Multicultural Marketing and a Changing Mainstream

by Mike Hunter

Without doubt, the multicultural market in the United States is an increasingly powerful consumer. Research by Geoscape, the leader in business intelligence across the multicultural market, shows Hispanics currently represent 18 percent of American households but were responsible for nearly half of the growth in consumer spending from 2013 to 2014. Between Asian-American and Hispanic… [More]

The Marketing Plan Handbook

by Mike Hunter

Marketing expert Robert W. Bly cuts through the clutter of short-lived marketing techniques and trendy gimmicks to reveal the critical steps a businessperson needs to cross over from business owner to marketplace competitor. Dishing bite-sized lessons, supported by in-chapter exercises and end-of-chapter actions, Bly coaches the reader in creating an effective marketing plan that produces… [More]