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Case Study: Diversify into Search? You Must Be Kidding!
There has been much written and spoken of late about the decline of traditional media—specifically, newspapers and magazines. There has also been an enormous amount of discussion and hand wringing about what these traditional media companies and properties should, or can, do to save their printed skin.
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It's Getting More Difficult to 'Buy American'
With flags waving, fireworks exploding and parades parading, it wasn't hard this past weekend to see that many Americans enjoy a display of patriotism. But to what extent does such sentiment shape their behavior as consumers?
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Sales Management Best Practices: The Metrics that Matter
Over the past decade or more, information systems have vastly improved the measurement and reporting capabilities within the sales function. But this increased access to data has not been accompanied by a corresponding increase in control over sales performance. Why is it more sales data has not necessarily resulted in better sales management?
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Case Study: Constellation Energy Improves its Prospects
Over the past year-and-a-half, in an effort to increase the efficiency and effectiveness of its marketing outreach, Constellation Energy has pursued an aggressive initiative to automate its marketing prospecting programs.
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Is Your Sales Team Ready for the Economic Rebound?
Many companies, if the past is any guide, will continue to reply on ineffective measures to try to drive sales productivity and growth going forward—from shoot-in-the-dark compensation plans that miss the mark, to non-cash rewards programs that fail to excite, to risky organizational changes with ramifications that aren't thoroughly understood.
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Return to the Customer With CRM
Whether you call it an uncertain economy, a down economy, or a recession, one thing is definite: buyer behavior is quite a bit different from what it was a year ago. Both consumers and businesses are more cautious about how much they're spending and what they're spending on. They're no longer making luxury purchases and are scrutinizing every cost, as well as demanding a faster ROI.
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| COLUMNS |
 | Smart Presentations: Remember This
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.
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 | Sales Architects: The Threat of Robotic Selling
There's much to be said for having a defined sales process, but it's also important not to underestimate the personal side of selling. People don't like dealing with robots who don't think, don't care, and are inflexible. If you're not careful, you may create an ineffective sales team that has adopted robotic selling.
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 | The Personal Touch: Writing Case Studies that Get Read—and Results (Part 1)
We leave behind glossy brochures in desperation, hoping they stand out from the other clutter. Believe it or not, your prospects sometimes do scan these materials…right before they toss them. Why? They don’t tell a compelling story. That's why case studies are such a valuable tool. They reveal how you do business, beyond your generic platitudes.
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 | Smart Sales: Ireland's Vision for Sales Effectiveness
Although Ireland is suffering through the same recession as us, Enterprise Ireland (the country's department of commerce) continues to invest. That investment in many hundreds of companies run by smart, hardworking, and determined CEOs will continue to leave Ireland in the best possible situation now and in a better position than many coming out of the recession.
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| EVENTS & PRODUCTS |
Training Call for Proposals
Training magazine is currently accepting proposals for Training 2010 Conference & Expo (Feb 1-3, San Diego, CA).
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Consumers Lean on Loyalty
July 02, 2009 Participation in retail loyalty programs increases, especially among Millennials, as consumers look for savings.
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Leading In Times of Crisis
July 06, 2009 Navigating through Complexity, Diversity and Uncertainty to Save Your Business. (Jossey-Bass, $19.77)
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| Training Live + Online
Jan. 01 -
Dec. 31, 2009
www.TrainingLiveandOnline.com
Training Live + Online certificate programs fit around your busy schedule and inside your budget, and still provide the professional know-how and in-depth content you expect from Training magazine Events. Now save $200 when you register for the certificate of your choice one month in advance. This offer is open to new registrations only. No other discounts apply.
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| Training magazine Events
Jan. 01 -
Dec. 31, 2009
www.TrainingMagEvents.com
From the latest developments in training, online learning and knowledge management to the most cutting-edge tools and techniques in performance support and presentation design and delivery, Training magazine's world-class events provide guidance and focus on training and education in the working world.
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| Online Learning Conference
Sept. 23 -
Sept. 24, 2009
www.OnlineLearningConference.com
Training magazine's Online Learning Conference 2009 is an interactive, collaborative event, where you'll learn enterprise-level strategies and best practices for designing, deploying, and managing effective learning technologies.
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