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If there's one trait the most successful sales professionals share, it's that they know how to reach decision makers. This infographic reveals some highly effective tactics to avoid repeatedly running into the gatekeeper for senior level decision makers.

List Partners Inc. (LPI), a global business development firm, is answering the demand for localized ad sales intelligence with the launch of Localead – a B2B prospecting resource designed exclusively for regionally focused media sales professionals.

 It’s difficult to talk about the best way to create an advertising contact list without talking about the dark days before truly great sales enablement tools hit the market. While it was a best practice 20 years ago, the worst way you can create a lead-generating marketing list in the 21^st century...

With an election and Thanksgiving in the month, it’s easy to forget that a lot of work got done. Whether you’re setting up business to close in early 2017 or trying to get some quick deals through before the end of the year, we couldn’t have had a wider variety of profile types in our top five for...

Your agency has been going through some changes. In the last few months one of your sales directors has pulled out all the stops, taken on extra work, generated prospects and sales leads, and won some great accounts. And then suddenly…they quit, leaving you to comb through their resignation email...

If you’re anything like the new business professionals we work with, the struggle is real when it comes to tracking prospect outreach; remembering what you said, whom you spoke with and when to follow up next. Sticky notes and calendar reminders just don't seem to cut it, and that's why Winmo’s...

They say that sales is all about touches. A dozen or more touches to get a response from sales prospects, and then it can take a prolonged courtship to finally close the deal.

Succeeding as a marketing professional, especially in an agency environment, means being able to demonstrate a high level of competence in a variety of different disciplines. But getting those skills can get real expensive real fast.

Indifference is how you lose customers and prospects. When customers stop caring whether they get a service or product from you or someone else, that’s a sure sign that they don’t trust you anymore, and trust is essential to customer retention and growth.

Ignore what Boyz II Men said, when you reach the end of the road, the smart thing to do is to let go. After making honest efforts to contact someone in your target organization, the time has come to cut bait and move on...but how should you do it?

With over $21 billion spent on sponsorship last year in North America – everyone in the event space wants to know how to get more and/or better sponsorships. Developing new partnerships is not an easy task, but if you have a game plan in place – and the right sales and prospecting tools – you’ll be...

So you’ve been doing this selling thing for a while now and you think you’re ready to step up and lead the team? First, understand that you’re adding stress, time away from your family and giving up weekend time for what’s likely to be not much more money in your pocket.

Getting sponsorship is a great way to fund your event, but you must convince your potential sponsors to invest in your event by providing them with a clear proposal with specific details. Write a preliminary proposal to your potential sponsors and be sure to include these five important points.

Now you know some dos and don'ts of prospecting email sales outreach, Dave Thomson explains how the best-performing sales people follow up with their leads.

It wasn’t all that long ago when they signed up for your updates. Whatever you’d put out there—a fresh blog, an amazing ebook, an unmissable deal—was what they wanted. In the moment. But then, over time, they stopped wanting what you were sending.

Many new business programs start getting sluggish as the holidays approach. Prospecting for new business can feel pretty unappealing, and as celebration season starts it's pretty easy to think about office parties, and sipping a cocktail (perhaps one with an umbrella).

The ad:tech New York 2016 conference is almost here, and there's a great line-up of speakers and events to check out from publishers to agencies to tech innovators and more.

Nurturing and developing leads and opportunities takes time, perseverance and more than a little skill. Dave Thomson talks about how to improve open and response rates for your sales emails.

As we get deeper into Q4, it’s the time of year when fingernails get bitten down to nubs. End of year sales goals loom large, bonuses (hopefully) equally large, and performance evaluations are on the horizon.

The ANA Masters of Marketing 2016 conference is almost here, and there's a great line-up of speakers and events to check out in Orlando.