December 9, 2013 01:00 AM
The harsh reality of the customer service world is that customer service teams tend to do more harm than good. Research by the authors of “The Effortless Experience” shows that any customer service interaction is four times more likely to drive disloyalty than to drive loyalty.
December 4, 2013 01:00 AM
Sales and marketing professionals often rely heavily on a variety of third parties to help them meet their forecasted revenue targets and other objectives. These independent sales representatives, distributors, resellers and consultants are often a critical and indispensable cog in the indirect sales channels that exist in many industries, particularly with respect to international sales markets.
December 2, 2013 01:00 AM
If it were up to me, we would update school curriculums to include the art of speaking, the skill of writing and the science of how to engage and connect with people. Organizations and companies would have at least one-half of their training budgets devoted to leadership, networking, building relationships and communication. The result would be less stress, more engaged students and employees, and, most importantly, hard, tangible and positive results.
November 28, 2013 01:00 AM
Whether 2013 was a banner year for your sales and marketing organization or one preferably forgotten, it’s winding down. As we look toward 2014, it’s important to plan ahead to sidestep the past mistakes and build upon the triumphs. Mark Donnolo, Managing Partner of SalesGlobe, a sales effectiveness consulting firm, offers the following real-life 2013 bests and worsts.
November 26, 2013 01:00 AM
Tips for Time Management
Managing time can become an ingrained habit that can produce amazing sales results. In order to boost productivity, different methods can help sales teams best manage their time.
November 25, 2013 01:00 AM
This is the golden age of customer service. In a world of commoditization, many companies place an emphasis on customer service as a key means of creating a competitive advantage.
With companies such as online retailer Zappos enjoying exponential growth while touting a founding principle of “delivering happiness,” it’s no wonder that the conventional wisdom in business is that superlative customer service leads directly to loyalty.
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.