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



By Robert B. Miller and Stephen E. Heiman with Tad Tuleja. Determine specific strategies to manage large accounts by defining a manageable field of play, what you should be placing with this customer in this field of play and determining what contribution you can make to your customer’s business.	By Tony Carter, Professor of Sales and Marketing Management, Columbia University. Stay in touch with customer perspectives on your company, prove that you care what your customers have to say, and nurture consumers to feel like partners with your company with easy-to-set-up customer advisory boards.

By Thomas Wood-Young, MBA, President, Wood-Young Consulting. The first step on your road to success is to outline and define where you want to go and the kind of sales and marketing professional you want to become. This is accomplished by writing a professional mission statement. This article details the how, why, and what of formulating a mission statement.		By Marc Metzner, Principal, The Alexander Group, Inc. Finding marketing sweet spots is more science than art if you follow the three-step method explained below to map-out your company's future.


By David J. Cichelli, Senior Vice President, The Alexander Group, Inc. By Dennis Spahr, Senior Manager, The Alexander Group, Inc.	By Josh Krist, Content Manager, SalesLobby.com. By Thomas Wood-Young, MBA, President, Wood-Young Consulting. By Marc Metzner, Principal, The Alexander Group, Inc.