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July 31, 2010 12:13 AM
In spite of its critical importance, pre-call planning is a relatively simple endeavor.
July 31, 2010 12:11 AM
The uncertainty of 2009 creates a compounding problem for sales executives. Are the quotas too hard? Are they too easy?
July 31, 2010 12:11 AM
Most everyone was happy to bid the sales year of 2009 a speedy farewell. Sales leaders (like others) have entered 2010 with more optimism than pessimism, but are understandably still cautious. For many sales executives, 2009 was a sobering experience they don't wish to repeat any time soon.
July 31, 2010 12:11 AM
As your company emerges from the recession, senior management is challenging you—the sales leader—to increase growth. With CFO-mandated cost controls in slow retreat, you now need to make sales force investments to improve productivity. The question is, how and where?
July 31, 2010 12:13 AM
How do you address the critical issue of reducing cost of sales…while at the same time continuing to provide visibility with clients, create awareness with new prospects, and drive revenue growth?
July 31, 2010 12:13 AM
Every day, more corporate mergers, restructuring, and downsizings are occurring. Most managers, as well as employees, aren't fully equipped to deal with the emotional impact that dramatic change can have. Adding more stress is the fact as soon as one change is complete, the next big one is on the horizon.
July 31, 2010 12:14 AM
In an age of confusion, stasis, and exceedingly low expectations, customer care can become a defining and uniquely compelling differentiator. Customers are hungry for courtesy, recognition, trust and respect. This seems completely lost on many corporations. The C-suiters see customer care as squishy, feel-good stuff—not a hard metric.
July 31, 2010 12:11 AM
Nothing distinguishes companies more than engaged workers.
July 31, 2010 12:14 AM
To dramatically increase your marketing results and ROI, I'd suggest a change of scenery. My recommendation: Move from an open market to a closed market, especially with your best customers. The climate is very different.
July 31, 2010 12:11 AM
How well does your company deliver customer experiences?
July 31, 2010 12:14 AM
Marketing is stuck in broadcast mode. Listening to the individual customer does not seem to be a priority. This is unfortunate, and a general waste of time, considering customers would likely be happy to share their preferences with selected marketers—which is probably pretty reliable information, and would save a lot of time and effort on everyone's part.
July 31, 2010 12:14 AM
Customer care is the defining competitive differentiator of the future, beginning right now.
July 31, 2010 12:14 AM
How are customers going to tell the difference between competitors? By distinguishing on the basis of value—how well your product or service actually meets the customer's need. To do so requires that customer care become and be implemented as a strategic product.
July 31, 2010 12:14 AM
Opt-in or opt-out. It's as basic as it gets. Yes or no. Polar opposites. The choice is central to marketing strategy. The question is, do you want your customers to say yes or no?
July 31, 2010 12:14 AM
The question of the moment is, "How do we increase sales and lower our cost today?" The answer is to look to your two greatest levers: database and accountability.
July 31, 2010 12:12 AM
If the most memorable thing about your presentation is how it looks, why even bother presenting? It's time to go out on a ledge and risk it all to make a lasting impression.
July 31, 2010 12:12 AM
Great content isn't enough when you're trying to influence someone. You need to keep their focus.
July 31, 2010 12:12 AM
The greatest truths are the simplest. Often, they touch what we know or believe, but with an economy of words and a clarity that cuts through all the B.S. and makes us realize the wisdom.
July 31, 2010 12:12 AM
When people say, "You need to practice your presentation beforehand," exactly what you should be doing to best prepare yourself may not be so obvious. In this, the first of two installments, we provide you with a few ideas for filling in the blanks.
July 31, 2010 12:12 AM
When people say, "You need to practice your presentation beforehand," exactly what you should be doing to best prepare yourself may not be so obvious. In this, the second of two installments, we provide you with a few ideas for filling in the blanks.
July 31, 2010 12:12 AM
We're all assaulted with misguided or unwanted pitches on a daily basis. Even "do not call" listings don't keep the telemarketers at bay. And there are lots of strategies for dealing with intrusions or long-winded pitches. So how do we make sure we don’t inflict the steamroller selling blues on our own clients and prospects?
July 31, 2010 12:12 AM
Pity the poor Webinar. So much promise and potential, both for presenter and audience…and yet, so many truly horrific results.
July 31, 2010 12:12 AM
If you were in the audience, which would you rather experience: a boring recitation or a compelling conversation? No contest, right? So why do so many people lean toward "boring recitation" in their presentations?
July 31, 2010 12:12 AM
Sometimes a single question makes all the difference.
July 31, 2010 12:12 AM
Could you describe in only two words what your product, service or company is about? It sounds simple, but this is not an easy exercise. The payoff, however, can be tremendous.