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November 15, 2010 12:00 AM
By Neil Mahoney The “1-Minute Manager” is a fine book with a lot of valuable suggestions for improving business operations—BUT it encourages thinking and attitudes that lead too many of today’s CEOs to believe that downsizing their organizations is a magic bullet for permanent revenue increases and profitability—and that cutting price is the only way to sell things. As a consequence, too many businesses have the fuel mixture on their engines set way too lean.
November 11, 2010 12:00 AM
By Roman Lenzen, director of analytics, Quaero It’s time! Online ad spend is predicted to reach $100 billion in five years, up from a predicted $61 billion this year. That’s a huge shift in advertising spend. Who is best poised to tap into that incremental online advertising revenue, other than the advertisers?
November 9, 2010 02:00 AM
By Shelley Hall, principal, managing director, Catalytic Management LLC Sales executives consistently are told to “build or rebuild your sales process to match your customer’s buying process.” This is sound advice that can shorten your sales cycle, but the question is how?
November 8, 2010 02:00 AM
“I saw a Tweet come through the stream from a B2B summit that read, ‘So if sending an e-mail isn’t nurturing what is?’” blogged Ardath Albee, CEO of Marketing Interactions Inc., a business-to-business marketing consultant (marketinginteractions.com).
November 3, 2010 11:00 PM
By Janet C. Jessen, vice president, Global Marketing, Innovation & Engineering, Garlock Sealing Technologies Notwithstanding a much-heralded convergence of business-to-consumer (B2C) and business-to-business (B2B) marketing techniques, significant differences remain. Those most frequently cited (which I can confirm from working in both worlds) have to do with the nature of the products and services offered, target markets, purchasing processes, sales cycles, branding, and communications.
November 2, 2010 01:00 AM
  By Dave Fellman Here’s a little insight into how my mind works. When I think about time management—an important issue for salespeople, right?—I often find myself thinking about Albert Einstein. When I think about Einstein, I often find myself thinking about Sir Isaac Newton, too. They were both brilliant scientists, but now you may be thinking, what do either of them have to do with sales? It turns out that you can apply much of what Einstein and Newton theorized to the science and engineering of selling.
November 1, 2010 01:00 AM
The lightbulb. Bubble wrap. The Post-It. The iPod. The Snuggie. Facebook. Twitter. These inventions, products, and businesses all started with an idea. An idea that to anyone other than its creator(s) may have seemed like an insane thing to invest much time, money, or effort in bringing to fruition. But for the masterminds behind these great ideas, the risk paid off, and so, too, can your next great idea.
November 1, 2010 01:00 AM
5x Technology, an IT solutions provider and SAP BusinessObjects volume reseller partner, launched the IntelligentInformation solution--a service providing standardization and cleansing, merging and deduping, and data enhancement capabilities. The service utilizes SAP BusinessObjects Data Services software and was customized specifically for the NetSuite platform to perform address cleansing and matching for NetSuite contact and customer records.
November 1, 2010 01:00 AM
Alan Epstein, a 25-year veteran in the advertising business and former partner at Adamson Advertising, opened a new St. Louis-based marketing services organization called The Epstein Group. Clients work within a flexible business model with a marketing organization designed to match their needs, receiving and paying only for the specific resources they want.
November 1, 2010 01:00 AM
In an ideal world for many companies, there would be minimal competition. Or none. But customers want the choices and improvements that competition provides.  
November 1, 2010 01:00 AM
Content marketing remains a significant hurdle for B2B marketers, yet those who are able to develop and employ a content marketing strategy see notable improvements in a company’s placement in search results and perception as industry thought leaders, according to the HiveFire's first annual B2B marketing research study of 100-plus B2B marketers.
November 1, 2010 01:00 AM
October 27, 2010 11:00 PM
By Kevin Sensenig, global vice president, Learning and Organization Development, Dale Carnegie & Associates, Inc.
October 25, 2010 11:00 PM
By Jeff Weidauer, vice president, Marketing, Vestcom International While the retail sector hasn’t suffered as much as banks or auto companies, it has weathered some significant changes over the last 18 months. While many stores focused solely on price as a way to protect market share during the downturn, the resulting decline in revenue has fueled a mandate to find other attributes that will differentiate them from the competition. The good news is that retail—specifically the food, drug, and mass merchant segment—is seeing some light ahead.
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 (www.brandkeys.com), 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