(By Michael Doyle) Want to know the difference between making sales and creating business relationships? I’ve been married for forty years. Forty years. That’s not making a sale, that’s having a ...

You don't need to be Warren Buffet to predict that we are in for some rocky economic times. However, while hard times create challenges, they also create opportunities for sales professionals who know ...

Selling has evolved over time. When I started, it was a transactional discipline. The feature/benefit presentation was the norm, and salespeople were evaluated based on their pipelines of ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. From time to time, my perspective on an issue is viewed as ...

Are the CEO and head of sales playing tug-o-war at your company? If so, it will spell trouble. The most critical relationship in a company is between its CEO and the head of sales. Very early on, it ...

The martech explosion continues and as it does it's bringing sales and marketing teams closer. Here's why. For decades, sales and marketing departments have been famously disconnected. Historically, ...

When my daughter was six, I bought a leather journal. I wrote a note to her almost every day. Sometimes it would be a life lesson. Sometimes it would simply say, “I love you.” Other days it might be ...

This is the time of year when sales and marketing teams meet to discuss annual goals, and it can seem their planning was done in completely separate caves. Predictably, when things go wrong they are ...

A sale is transactional, by definition, the transfer of ownership from the seller to the buyer. It will happen once and be done. But a relationship, even a sales relationship in event rentals, implies ...

Do you want to boost your business’s revenue? Brands that eliminate silos around their marketing and sales departments can boost their revenue with better strategy and communication. Since sales and ...

A few different profit measurements are often included in company financial statements, but profit generally means the difference between revenue generated and the costs of business to generate that ...