The Marketing Bureau

By Lisa Arthur
First Published on www.marketingmag.com.au

It is no small task to manage the changing nature of marketing channels. From what used to be six or seven key channels twenty years ago, it has now grown considerably larger with mobile, social media and blogs – and the list keeps growing. Read more >>

How sales readiness moves you 'up and to the right'  
By Mark O'Connell
First Published on www.btobonline.com

A quick glance at virtually any business' goal chart reveals the true definition of success: It's up and to the right. It's the same for everyone, and everyone wants to get there quicker, easier and more often. In business, the destination never changes; but, ironically, successful companies are always in a state of change.  Read more >>

by Matthew Dixon and Brent Adamson 
First published on hbr.org

"What's keeping you up at night?" This one question is probably asked by more sales people in a given day than any other. But while it seems innocuous — maybe even the right thing to ask a customer — it's a question that simultaneously prevents sales while also destroying customer loyalty. Read more >>

by Matthew Dixon and Brent Adamson 
First Published on hbr.org 

Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's a lot harder. Yet even in these difficult times, every sales organization has a few stellar performers. Who are these people? How can we bottle their magic? Read more >>