October 31, 2013 10:50 AM
According to the American Express Meetings & Events 2014 Global Meetings Forecast, following two years of modest budget and activity increases, flat or slight declines in meetings spend per organization are expected across all regions heading into 2014.
October 31, 2013 11:04 AM
A funny thing happened at the Promotional Products Association International (PPAI) Expo in 2009 — some famous names showed up. The Expo, which is held each January in Las Vegas, is a smorgasbord of inexpensive giveaways and gewgaws that can be used in promotions, marketing campaigns, loyalty programs and to reinforce traditional advertising.
October 31, 2013 10:33 AM
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October 31, 2013 10:24 AM
In the classic “My Voice Will Go with You” by Sydney Rosen, there is a story in the foreword by Dr. Lynn Hoffman that reaches the very essence of persuasion.
October 31, 2013 10:15 AM
More companies are splitting out their lead generation function; a dedicated staff focuses on generating leads, while more senior sales staffers spend their time taking those leads through to closing. There are a number of benefits to this approach, says Brian Cotter, co-founder and president of PSG Global Solutions, the world’s largest provider of outsourced recruiting support to the U.S. staffing industry.
October 31, 2013 11:26 AM
“Excellent firms don’t believe in excellence — only in constant improvement and constant change.” That’s one of thousands of brilliant insights that Tom Peters has shared with business leaders. Peters is passionate — reallypassionate— about the importance of managing people with respect and reinforcing their importance, which is why it’s appropriate to sprinkle additional “Peterisms” throughout this review of recognition ideas from our advertisers.
October 31, 2013 10:20 AM
Content marketing – the convergence of media and technology – has grown so big so fast that it’s having a crisis of conscience.
October 31, 2013 11:10 AM
Marketing is a verb, says Scott Stratten. Awesome is, too. So is sales.
October 31, 2013 10:22 AM
When star designer Marc Jacobs announced in October that he was leaving Louis Vuitton, it caused Andrew Shipilov, a blogger at Harvard Business Review(hbr.org), to muse about the upside of losing top talent.
October 31, 2013 10:41 AM
Every organization wants to be thought of as “innovative,” but simply asking your employees to think outside of the box is unlikely to be enough to drive those game-changing ideas.
October 28, 2013 08:23 PM
According to basketball expert Brian McCormick, Tim Duncan has a problem – a consistency problem. While you don’t hear much about it, Duncan only shoots 60 to 70 percent from the free throw line despite being one of the NBA’s best players. What’s really interesting, however, is why Duncan struggles from the line.
October 25, 2013 12:00 AM
When launching a new company or rebranding an existing one, businesses seek to find a name that distinguishes them from competitors and increases their recognition. In a crowded marketplace, it’s critical that consumers be able to find and remember a business easily.
The dilemma: if your company name is a generic description of what you do, like Orange Juice Inc., how do you stand out as unique and memorable? Alternately, if your name has no association with what you do, how will consumers intuitively find you?
October 18, 2013 12:00 AM
A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. businesses spending $76.9 billion annually on incentive travel, merchandise and gift cards. The study also reveals that half of this market is driven by smaller businesses (between $1 million and $10 million in annual revenue), whose budgets may be tighter, but whose total volume generates $39 billion annually.
October 15, 2013 12:00 AM
October 13, 2013 12:00 AM
B2B marketers are facing an inevitable transition to mobile platforms. This is both a challenge and an opportunity. But the opportunities inherent in mobile solutions dwarf the challenges. Some of these opportunities include:
Mobile applications allow for always-available, up-to-date product information. These devices are highly interactive, touch-based platforms. As with most digital environments, real-time analytics are available
October 11, 2013 12:00 AM
Most companies recognize their direct competition but frequently underestimate the indirect competition and completely overlook the invisible competition. Invisible competitors don’t look or feel like competition and, by definition, are not obvious at first.
October 7, 2013 12:00 AM
In many spheres of life, timing is everything – and nowhere is this truism more relevant than in B2B sales. Sometimes an executive decision maker can be ready to pull the trigger on a purchase, while at other times, the sales cycle can take months or even years. For this reason, arming your sales reps with as much timely and accurate sales intelligence as possible can spell the difference between success and failure, between closing and walking.
October 4, 2013 12:00 AM
One of the mainstays of group incentive travel programs is the theory that they are excellent camaraderie builders for high performers. What’s more, they provide an opportunity for participants to rub shoulders with corporate executives, and allow those at the top to express their gratitude for a job well done.
October 1, 2013 12:00 AM
“Breaking Bad,” the popular cable TV show about a high school chemistry teacher turned meth king, completes its run this fall. Given the fact that books were written about the leadership lessons of fictional mob boss Tony Soprano at the height of that show’s popularity, it’s no surprise that similar analyses are popping up about what can be learned from Walter White, the meth magnate played by Bryan Cranston.
October 1, 2013 12:00 AM
“We find after years of struggle that we do not take a trip; a trip take us,” wrote John Steinbeck. I thought of this sentiment while putting together this issue’s cover story on incentive travel.
It’s encouraging that this timeless mode of rewarding top performers has rebounded slightly after being felled by the double whammy of an economic collapse in 2007-2008 and an all-out hammering in the media.
September 30, 2013 05:18 AM
The old adage, “people love to buy, but hate to be sold” is rephrased from the seller side to “salespeople love to win, but hate to lose.” Sales management might say “I want to help salespeople win, but win the right business.” The key is the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable.
So how can salespeople, sales managers and organizations increase win rates and reduce no-decision rates?
The short answer: discipline.
September 27, 2013 12:00 AM
In “Outliers,” a fascinating look at what separates high achievers from the rest of us, author Malcolm Gladwell cites a study that suggests it takes 10,000 hours of deliberate practice to develop expert-level performance.
Who’s got 10,000 hours to spare?
September 24, 2013 12:00 AM
Marketing a business online has never been more important or difficult. Changes are happening at the speed of light and chief marketing officers need to stay current with the latest trends.
Here are some facts from a survey of 3,000 marketers done by Michael A. Stelzner in the May 2013 Social Media Marketing Industry Report sponsored by the Social Media Examiner:
September 23, 2013 12:00 AM
Profitable growth is the top goal of every company. What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?
Nope. But, you probably already guessed that. A recent survey conducted by Sales & Marketing Management magazine sheds new light on the specific gaps and agreements between the two teams.
September 16, 2013 12:00 AM
Whose brand are your clients in a long-term relationship with, your firm’s or your salesperson's? This is a question that many enterprise sales organizations face and, at times, struggle with. Why the struggle? Unfortunately there is no clear-cut answer. If your enterprise relies on relationship marketing – that is, you emphasize retention and upselling over the purely transactional in your communications – you need to mesh the enterprise brand and the sales professional’s personal brand.