January 28, 2014 05:04 PM
Sometimes the best way to close a deal is to close your mouth.
January 28, 2014 05:41 PM
Increased optimism in the overall economy is expected to have a positive impact on companies’ ability to plan and implement incentive travel programs in 2014, according to the latest Pulse Survey conducted by the Incentive Research Foundation (TheIRF.org).
January 28, 2014 05:00 PM
If you have a teen-ager in the house, they’ve probably told you that Facebook is the new Myspace.
The exodus of millions of teens from Facebook since 2011 has coincided with the social networking site’s emergence as fertile ground for B2B marketers to generate leads and establish potentially beneficial profes-sional relationships, says Mark Lerner of Oktopost, a B2B content marketing management provider.
January 28, 2014 05:55 PM
It goes by many names: custom publishing, custom media, private media, branded content, brand journalism and inbound marketing to name a few. Joe Pulizzi, founder of the Content Marketing Institute, defines it this way:
January 28, 2014 04:58 PM
Salespeople ignore this rule on a regular basis, says Joe McGonigal, co-founder of SCC Partners, a coaching and consulting firm. They start with the product. They talk to anyone who will listen about features, benefits and ROIs, and then they wonder why they have so many stalled sales or missed opportunities.
January 28, 2014 04:54 PM
Kathy Caprino, a contributor to Forbes.com, recently spoke with Tim Elmore, founder and president of Growing Leaders (growingleaders.com) about parenting behaviors that prevent children from growing into leaders. Some of the same mistakes may be made by managers when guiding their teams.
January 28, 2014 06:23 PM
An assortment of new incentive ideas and marketing tools from our advertisers
“Innovation” is a word that gets tossed around a lot in business circles these days. For better or worse, there are numerous ways to define it and limited ways to measure it. Without question, we are in an era of heightened innovation. Your team members who embrace it should be rewarded. The non-cash recognition ideas from our business partners featured here are a great place to start.
January 28, 2014 05:50 PM
In the middle of Jim Dougherty’s first week as CEO of Intralinks, a company that provides secure Web-based electronic deal rooms, one of the company’s original investors called. “So, what’s your plan?” he asked. Dougherty told him he needed to spend a few weeks learning.
January 28, 2014 06:03 PM
Two methods work the best when it comes to getting buy-in for new content marketing projects or additional budget.
January 28, 2014 05:59 PM
One of the most compelling benefits of content marketing is the flexibility it provides organizations to connect with audiences in a variety of different ways. There’s no shortage of content formats to choose from depending on your needs: blog posts, webinars, social shares, eBooks, infographics, podcasts — the list goes on and on.
January 27, 2014 01:00 AM
B2B buyer behavior has changed dramatically, yet many sales managers are struggling to make sure their reps got the memo. With basic product and services information readily available on the Web, buyers invite reps in for a sales meeting because they want more. They’re looking for a partner in solving their business need – a partner with market context on best practices, trends, competitors, compliance, risk and other information that can help them frame the best path to a solution for their own business.
January 24, 2014 01:00 AM
Unlike the typical finance department, where the staff has the same educational and training focus, a sales department is often comprised of a variety of people. They completed varying amounts of higher education, worked in different industries or might have switched to sales after an earlier career path.
January 21, 2014 01:00 AM
I talk about 20 core leadership secrets in my executive coaching, speaking and writing. But if someone asked me to name only one that can make an immediate impact, I would pick the behaviors to counter setbacks.
January 20, 2014 08:54 AM
It is tougher than ever for sales teams to cut through the clutter and differentiate with prospects. But who can blame them? Sales teams can’t find the right resources, so they spend less time selling than hunting for resources, which means lost opportunities - leading to overall poor sales performance. The facts regarding the buying environment and sales execution are startling:
January 17, 2014 07:21 AM
2013 was one eventful year, indeed, and what with markets and businesses going on a 350-degree change of face, it has been noted that there will be still more changes coming up your sleeve. The world of business just might not be the same. It is essential that we stick to the basics though. The root from where the whole story of a business begins ultimately never changes.
January 13, 2014 07:00 AM
One of the fundamental differences between business-to-consumer (B2C) marketing and business-to-business (B2B) marketing is the consumer’s far greater susceptibility to mass marketing.
January 10, 2014 01:00 AM
One of the key characteristics among salespeople is their inherent competitive drive. Just as professional athletes strive to win championships, sales reps strive to hit their quotas. Sales is a game that sales reps are out to win, and generating healthy competition is a critical aspect of sales management.
January 6, 2014 01:00 AM
Many of you may have heard of Dale Carnegie’s ever-famous “How to Win Friends and Influence People,”a collection of rock-solid, tried-and-true life and business advice that has helped thousands of people become successful in their personal and professional lives. For years, it has been touted as the best resource for salespeople to grow their careers – but there’s so much more out there.
January 3, 2014 01:00 AM
What’s the best way to get in the door of a top prospect?
This question has to rank among the top five most commonly asked questions from business development professionals. It’s asked in a variety of ways including:
How do I get past the gatekeeper?
How do I get to the decision maker
How do I get a face-to-face meeting with the right person?
No matter how the question is asked, the answer is always the same: If you want to get in the door, you need to give the prospect a reason to open it.
January 2, 2014 01:00 AM
Starting at an early age, the accepted standard, both of teaching and learning, focuses on what to think. In some cases, this approach proves sufficient and even appropriate. But it can fail spectacularly in the complex environments of today’s business world. In these complex systems, learning how to think – how the pieces fit together – is as important as (or more important than) the pieces themselves.
December 31, 2013 01:00 AM
At the end of the year, you have two options – you can look back at what you’ve done (accomplishments, as well as mistakes) or you can begin planning for the year ahead. This is a pivotal moment and one that should be accomplished before diving into your holiday feast. To make sure your teams are prepped for the New Year, here are three trends I believe will impact marketing and sales in 2014.
December 23, 2013 01:00 AM
A recent study by the Pew Research Center found that 35 percent of U.S. adults have attempted to self-diagnose their medical problems through online research. It’s natural – the Internet is a vast resource with an abundance of great, free information. That’s why self-diagnosis isn’t limited to personal health. It extends to the business world, too.
December 16, 2013 11:02 PM
When you peel the onion back on why your marketing team is failing you, what you find is that the issues are focused primarily on four categories of marketing content:
December 16, 2013 01:00 AM
Sales professionals serve as your company’s ear to the ground. As your teams interact with customers and prospects, they gain invaluable insights into the dynamics of the marketplace: Where are new opportunities arising? What is the competitive landscape? How confident are they that the deal will close?
December 10, 2013 01:00 AM