Category sales

Real Sales Value for Tech Companies: PR Content Delivers

While few tech executives doubt the value of marketing and public relations, research from IDG really underscores the value of content in the sales cycle. IDG’s “2020 Role & Influence of the Technology Decision-Maker Study” explores “the influence that IT…

Selling the Story

“What kind of sales do you do?” It was a perfectly reasonable question, given that I was at a client’s sales conference where we were all learning how to engage with today’s business customers. But it was a question I’d…

How To Use PR In The Sales Process

A major issue driving enterprises crazy is how long it can take to convert a sales lead into a customer -- or get any type of response, for that matter. It typically doesn’t occur to sales and marketing teams to…