Feature Articles about CRM, Sales Compensation, Channel Management, Sales & Marketing Software, and Implementation Planning by industry leaders.



Avoiding the Traps in Selling Professional Services By Neil Rackham, Founder, Huthwaite, Inc. This White Paper discusses the face-to-face selling skills of individuals or teams, as opposed to those of marketing or organizing professional services.	Managing Large Accounts: Beyond the “Muddling Through” Approach By Robert B. Miller and Stephen E. Heiman with Tad Tuleja. Does your company needs a systematic approach, beyond spot-checking obvious problems, to manage large accounts?

12 Ways to Increase Word-of-Mouth Referrals By Thomas Wood-Young, MBA, President, Wood-Young Consulting. The most powerful form of marketing is word-of-mouth referrals. This is true regardless of the size of your company or marketing budget.		Last Minute Report on E-Sales Management Conference By Josh Krist, Content Manager, SalesLobby.com. Two keynote speakers of the e-Sales Management Conference and Expo share their insights on the impact of technology on sales and marketing.