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June 3, 2012 12:00 AM
The advent of social media marketing has corporate America tweeting, making YouTube videos and monitoring discussions online. Does anyone have time anymore to write up a press release?
May 28, 2012 12:00 AM
Corporations are people, my friend,” presumed Republican presidential nominee Mitt Romney famously replied during an Iowa State Fair appearance last summer. The former Massachusetts governor was responding off the cuff to people in the crowd who had shouted about the need for higher taxes on corporations. We won’t debate the merits of Romney’s reasoning here, but his remark did come to mind as we spoke with marketing experts about why some new and effective consumer marketing tactics have not been adopted by the business-to-business (B2B) world.
May 28, 2012 12:00 AM
Most businesses today consider themselves to be trustworthy, and by yesterday’s standards they are. But by tomorrow’s standards, trustworthy won’t be nearly good enough. Not even close, say Don Peppers and Martha Rogers in their new book, “Extreme Trust: Honesty as a Competitive Advantage.”
May 25, 2012 12:00 AM
 It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement.
May 24, 2012 02:18 PM
May 24, 2012 12:00 PM
“Why the heck is that in here?” she asked. She answered her own question the next time we went grocery shopping when she asked for a box of the same granola bars. It was a brilliant cross-promotion that assumed that customers who order comforters online are also granola bar eaters. Actually, if I dug deeper into the development of this campaign, I bet I’d find that the crossover audience wasn’t assumed at all, but rather was carefully proven through analysis of customer analytics.
May 21, 2012 12:00 AM
If your brand’s position in the market leaves something to be desired, it’s natural to look at any number of areas for improvement – everything from the effectiveness of your management team to the impact of your marketing dollars and where you’re spending them. One factor that can have a tremendous impact on your brand’s value is your workforce – specifically, the degree to which your employees are engaged in building your brand’s competitive edge.
May 20, 2012 12:00 AM
Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. But what if their assumptions are wrong? Your company risks losing critical business.
May 14, 2012 06:26 AM
Baseball pitchers and salespeople both face the same question over and over: “What have you done for me lately?” The better question for a sales manager to ask salespeople and for a baseball manager to ask players is, “What have I done to help you lately?”
May 7, 2012 05:52 AM
I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessary hurt the sales effort, but if allowed to progress to extremes, or if multiple conditions exist at once, they can be extremely harmful.
May 4, 2012 05:50 AM
E-mail is a powerful marketing tool. That said, the full benefits of e-mail marketing are only truly realized when it’s used as part of an overall marketing strategy, as opposed to a vehicle for one-off messages.
May 1, 2012 08:31 PM
April 30, 2012 12:00 AM
When evaluating a potential sales training partner, there are a host of considerations and trade-offs. Best practices in evaluating sales training companies shows us that an objective assessment of a provider’s capabilities against your requirements is essential. Every company seeking the best solution for its needs will have a different list, with different priorities, but here are just some of the capabilities that should be considered during an evaluation process:
April 27, 2012 12:57 AM
April 23, 2012 06:36 AM
“I have people who will run through walls to get something done for Jerry.” -- Pete DeRaps, area merchandizing manager, Sure Winner Foods If you wish your team would work harder, produce better results and show initiative, start by looking in the mirror and ask yourself:
April 22, 2012 12:00 AM
Innovation and new ideas can’t just come from corporate leaders or the executive level. Innovation must be an “all in” proposition, says business innovation consultant Stephen Shapiro ( He lays out three core steps to achieving that:
April 20, 2012 07:01 AM
April 18, 2012 12:00 AM
Before she became a leading sales coach, author and consultant, Jill Konrath was a regional sales rep for a major computer maker whose office was in the same city as the company’s headquarters. Whenever a new product was introduced, marketing kicked off its road shows with Konrath and her colleagues.
April 15, 2012 12:00 AM
If you want to start your meeting with a twist that will raise some eyebrows, Jon Petz recommends trying this: “Hey everyone, please make sure your phones are out and on.” People — especially salespeople — are going to be interacting in your meeting and having digital dialogues at the same time you’re speaking. Why not concede the point?
April 15, 2012 12:00 AM
April 12, 2012 09:38 AM
A sales rep who had a long-term relationship with the head of an in-house printing group naturally expected to get the business when the company decided to outsource its printing services. The rep was shocked to find out the deal went to a competitor. His contact told him only that the other company offered a “better value.” The sales rep thought he knew the customer, but now he wondered, “What did the other guy know that I didn’t?”
April 9, 2012 07:35 AM
How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented? In our experience of looking at thousands of win–loss reviews and talking to salespeople and sales managers, in most cases these last-minute surprises are caused by one of two problems:
April 7, 2012 12:00 PM
At a time when companies need engaged leaders and other employees willing to exceed expectations without promise of immediate increased financial remuneration, a new wave of respected thought leaders, including McKinsey, Harvard Business Review, PricewaterhouseCoopers and Aberdeen, acknowledge the effectiveness and strategic business value of non-cash incentives.
April 4, 2012 03:54 PM
It’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate learning and development executives, consultants and those evaluating sales performance improvement providers for their own companies.
April 4, 2012 03:54 PM
The generation of workers that proudly wore the sort of years-of-service pins that companies ordered by the gross has either retired or is about to. That’s not to say that younger workers aren’t proud of their companies and the things they achieve on the job. It’s just that they feel grown up and they’d like their recognition or rewards to reflect as much.