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November 23, 2013 01:00 AM
Everyone is talking about how salespeople must learn how to deliver insights to their customers, because the Internet has changed how people buy. By the time a customer engages a salesperson, they’re 60 percent of the way through their buying cycle and have done most of their research online. They don’t need more information from a salesperson; what they need is insight into what the information means. But what is insight? Why is it important? And how do you deliver it?
November 18, 2013 01:00 AM
I spend a lot of time doing post-mortems on failed sales training initiatives. On one hand, it’s always upsetting to see a company waste its time and money. On the other, companies that experience failure are looking for answers, and that’s a positive thing. Here are some predominant reasons why sales training fails. And yes, it’s a long list.
November 15, 2013 01:00 AM
November 12, 2013 06:53 AM
It’s holiday event time for businesses, and as an early holiday present, Cassie Brown, Chief Experience Officer at TCG Events, shares the top five words you should hear from your event planner:
November 11, 2013 01:00 AM
“How can I get in the door?” The question has to rank among the top five most commonly asked questions from business development professionals. No matter whether I am doing a keynote, workshop or one-on-one coaching, if I am speaking about business development the question of how to “get in the door” always comes up.
November 4, 2013 01:00 AM
Marketing puts a lot of work into generating leads, but despite the effort, lead conversion rates often disappoint. That’s because, providing the sales team with quality leads is only one piece of the equation. Marketers also have to provide sales with the knowledge to help them convert those leads into customers.
November 1, 2013 12:00 AM
For many sales organizations, training salespeople is one of the largest investments made in performance improvement. From the onboarding of new hires to annual training events for the rank and file, billions of dollars are spent each year to improve the skills of employees. In fact, U.S. businesses spent more than $62 billion on training in 2012.
October 31, 2013 10:39 AM
When you ask most people how they differentiate sales and marketing roles, they often tell you that sales is quantitative (with performance measured by quotas hit and revenue generated) while marketing is qualitative (with performance based on reach, impressions and brand awareness).
October 31, 2013 10:43 AM
Money is viewed as the most important motivator by many managers, especially in sales. Harvard Business School professor Rosabeth Moss Kanter says three other “M” words are more important drivers of workplace perfor­mance: mastery, membership and meaning.
October 31, 2013 10:55 AM
October 31, 2013 10:07 AM
As the blathering bozos in Congress say (when they’re not reading from Dr. Seuss books), I yield my column this month to the distinguished gentleman Michael Chasen, who helped build the education software startup Blackboard into a booming business that sold for $1.64 billion in 2011. Chasen summarized five brilliant rules for authentic B2B brand communications recently, and I didn’t have room for it in our special section on the topic, which begins on page 30. I share it here with you.
October 31, 2013 10:52 AM
Founded in 1891 and based in Fort Worth, Texas, Acme Brick is a manufacturer of bricks that are sold largely through the building trade. A good portion of their $1.5 million marketing communications budget goes into image building and strongly branded tactics including partnerships with professional sports celebrities and teams, PR, charity events and outdoor boards.
October 31, 2013 10:30 AM
I felt like I was in a war zone. The slides were bombs and the presenters were firing in every direction, but nobody was getting hit. It was just a bunch of loud bangs.”   – A business development manager at the eastern region of a large networking firm
October 31, 2013 11:17 AM
“We can’t all be Zappos or work somewhere supercool like Google. And I’m glad that we can’t, because if we were all the same, we’d all be perfectly ordinary,” states Scott Stratten in “The Book of Business Awesome/The Book of Business UnAwsome.”
October 31, 2013 10:18 AM
Lead generation is a goal shared by every company that wants to sell through social platforms, but the success rate varies substantially. The difference is often the process that you use to prospect, says Shannon Belew in “The Art of Social Selling” (AMACOM, 2013). Are you working toward lead development or stopping at lead scraping?
October 31, 2013 10:48 AM
A recent study conducted by the Incentive Research Foundation (IRF) found that the design and experience of a group incentive travel program offers a microcosm of the culture of its sponsoring organization.
October 31, 2013 11:39 AM
The third edition of IMEX America, which was held in Las Vegas in October, proved to be the largest yet. IMEX Group Chairman Ray Bloom announced significant increases in all areas of the show.
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
QuintLoyalty is a full-service, performance improvement company specializing in programs to engage and reward all people who interact with your business. We build customized programs to ensure that program participants, from employees to channel partners, are continually aligned and engaged with your business goals and objectives. Using industry leading technology, our innovative rewards platform s and over 100 years of program design and management expertise, we guarantee positive results .
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.