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October 24, 2010 11:00 PM
By Barbara Wells, senior vice president of Marketing, Merchandising, Global Supply Chain, and Logistics, Staples Promotional Products It’s only October, but ’tis the season for companies to think about holiday gifts for their business audiences. And rather than have your gift be the proverbial wallflower that’s indistinguishable from the pack, take advantage of the opportunity to send something memorable that ties back to your company in a high-impact way.
October 20, 2010 11:00 PM
By Ramez Naguib, P.E., LEED AP, CEM, engineering sales & marketing director, McQuay International
October 19, 2010 01:00 AM
By Larry Kettler, executive vice president, Sales and Marketing, MIR3, Inc. A great salesperson is someone you’d love to spend time with at a cocktail party, someone who is engaging, enthusiastic, persistent, fearless, focused,and motivated. But managing a team of these energetic, independent individuals can be an entirely different story.
October 19, 2010 01:00 AM
By Tricia Heinrich, senior communications director, ON24 Several years ago virtual worlds such as Second Life were seen as having the potential to become viable solutions for corporate meetings and collaboration. However, the market has clearly demonstrated that when it comes time to conduct business, enterprises prefer to focus on solutions that enable the distraction-free communication of content to a larger audience. Virtual events fit the bill.
October 15, 2010 01:00 AM
By Terri Langhans Congratulations! Your firm made it to the short list, and you've been invited to the new client interview. That's what they call it, anyway. In reality, it's a new business pitch that could be a shoot-out between you and "the other guy" or a lineup of back-to-back, dog-and-pony, show-your-credentials presentations where the client parades you and the competition in and out of a conference room all day.
October 15, 2010 01:00 AM
Fountain Valley, CA-based Hyundai Motor America named Dave Zuchowski executive vice president of sales. Zuchowski joined the Hyundai team in 2007 as vice president of sales. He is responsible for all sales, sales operations, market representation, field operations, and overall dealer relations. During his time at Hyundai, Zuchowski has improved sales and market share, while also improving the quality of Hyundai's retail network.
October 15, 2010 01:00 AM
Maritz Research acquired evolve24, a business analytics and research firm that uses traditional and social media to measure perception, reputation, and risk. Through their combined capabilities, both companies will offer business clients customer experience research that is more relevant and actionable, helping companies improve their businesses and their bottom lines.
October 15, 2010 01:00 AM
PeopleCube, provider of intelligent workplace management technology, launched Resource Scheduler 9.1, a feature-rich resource scheduling solution that improves the ease and flexibility of scheduling for event managers, mobile workers, end-users, and administrators through simplified means of reserving, updating, and monitoring resource reservations and events.
October 15, 2010 01:00 AM
Cosmetic and moisturizer brands, including Mary Kay, Estee Lauder, and Clinique, accounted for a third of the 10th annual 2010 Top 50 Brand Keys Loyalty Leaders, in the annual survey by Brand Keys (, a New York-based brand, customer loyalty and engagement consultancy. "The 'emotional engagement' that women share with their favorite beauty brands is very powerful," says Robert Passikoff, Brand Keys founder and president. Technology brands, primarily smart and cell phone brands, account for 26 percent of the Top 50.
October 14, 2010 01:00 AM
By Neil Mahoney Selling goes back to the days of Adam and Eve and the sales pitch made in the Garden of Eden. Selling is still very much with us, and will be with us come doomsday. Marketing, sad to say, is a relatively new discipline, and it’s already in decline. Marketing is to business what G-2 is to the military—intelligence, strategy, and planning. It’s essential to creating strategies and programs that can be executed by the functions that report to it:
October 12, 2010 01:00 AM
By Adrian Ott
October 7, 2010 01:00 AM
By Silvia Quintanilla, president, Industry Gems Sales Intelligence Being in the business-to-business (B2B) sales profession for nearly 20 years has given me certain insights and revelations. I have seen first-hand how certain sales organizations thrive, while others languish. What makes the difference? Are there certain attributes that can make a B2B sales organization extraordinary? I believe there are. Here are my conclusions (which are based on my time as both a bag-carrying salesperson and a services provider):
October 5, 2010 01:00 AM
By Brian O'Neil
October 1, 2010 01:00 AM
A good manager knows that the sales team can make or break their company. All other departments can be in sync, but without a strong sales staff and sales process, the revenue that pays employee wages can vanish. When it comes to the sales team, special attention must be given to ensure that the company paydays keep coming.
October 1, 2010 01:00 AM
Some 60 percent of respondents have noticed an ad that allows a mobile response, and 39 percent have noticed at least one within the past week, according to U.S. Mobile Consumer Briefing, a monthly survey by The Mobile Marketing Association (MMA) ( and its official research partner, Luth Research (
October 1, 2010 01:00 AM
October 1, 2010 01:00 AM
September 30, 2010 01:00 AM
Kent Nelson, eMarketing communications specialist at Thermo Scientific Cell Culture and Bioprocessing in Logan, UT, faced two big dilemmas: how to build an online marketing communications library of more than 500 marketing and technical documents for internal use and how to provide secure access to 22,000 Product Certificates of Analysis—documents required by customers that identify exact formulas and certify each product lot.
September 23, 2010 12:35 PM
Excerpt from “Liespotting” by Pamela Meyer, Copyright 2010, reprinted by permission of St. Martin’s Press, LLC Chapter One: The Deception Epidemic
September 21, 2010 01:00 AM
By Michael Hinshaw, managing director, MCorp Consulting Organizations are losing control over their customer experiences, altering the landscape of customer experience forever—yet those that understand and embrace this today will be closer to their customers than any competitor will in the years to come.
September 16, 2010 01:17 PM
By Jim Wehmann, vice president, global marketing, Digital River In any direct marketing business, it is a foundational problem when previous buyers stop engaging with the retailer or brand. Sometimes referred to as the “leaky bucket” problem in direct marketing, customer attrition impacts all areas of the business. For example, it impairs the overall value of the “house file” and puts added pressure on new customer acquisition. Lapsed customers for e-mail programs are no different.
September 14, 2010 03:34 PM
By Mike Drohan, president, Lead Generation Solutions Many companies, Fortune 500 included, today are looking at leveraging the sales team’s time as an area of great opportunity. Clearly, it’s not a good investment of a sales rep’s time to follow up with prospects that have not been qualified. So one way the marketing team can better support the sales team is by adding the skill to call and qualify the needs of prospects and clients.
September 10, 2010 01:00 AM
Excerpt from “Getting NAKED: A Business Fable About Shedding the Three Fears That Sabotage Client Loyalty” (Jossey-Bass) by Patrick Lencioni GIVE AWAY “Ram Transport is a trucking company, one of the top ten in the country, I think. We’re meeting with the CEO and the head of operations.” “What kind of revenue do they do?” Dick thought about it. “I’m not sure exactly.”
August 31, 2010 11:29 AM
By Michael Neubarth