Industry Guides Toolkit Industry Contacts Events & Expos Publications Blogs Newsletter
ManageSmarter - Sales Incentive Programs - Sales Marketing Management Skills - Employee Motivation Articles
Members Sign-in
Not a Member?
Sign-up
Sales & Marketing Management Magazine
Sales and Marketing Management




Features
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.
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?
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?
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.
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.
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.


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.
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.
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.
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.


NEWS & STRATEGY
Who's News in Sales and Marketing
A weekly round-up of the latest promotions and executive appointments.
eReleases Debuts Headline-Rewriting Service
eReleases has launched a free headline rewriting service for press releases, Headline Tune Up, target to small- and medium-sized businesses.
Yet Another Survey Shows Marketers Cutting Budgets
Survey says…
Facebook Users Scoop Up Free Starbucks Ice Cream
One part each equals a recipe for brand launch success.


EVENTS & PRODUCTS
New Data Loss Prevention Solution Offers Management Simplicity
New product from Trend Micro delivers protection through new Active Update service and includes fingerprinting technology for enhanced performance.
Recession Strategies: How to Get the Most Out of Your Sales Staff
Join Sales and Marketing Management on April 23rd at 2 p.m. EST for this live, interactive Web Seminar.
Training Call for Proposals
Training magazine is currently accepting proposals for Training 2010 Conference & Expo (Feb 1-3, San Diego, CA).




What's new on ManageSmarter.com



Top Manage Smarter Stories
The Equity Factor at Work
July 10, 2009
Smart Presentations: Remember This
July 10, 2009
Who's News in Sales and Marketing
July 10, 2009

Find a Job -> SEARCH NOW!

Sales & Marketing Jobs
Pharma Sales Jobs
Finance Sales Jobs
Insurance Sales Jobs
IT Sales Jobs

 



Our Editor Suggests
Survey: Healthy Snacks Hard to Find in Workplace
July 02, 2009 Employees want more healthy options, produce selections
Consumers Lean on Loyalty
July 02, 2009 Participation in retail loyalty programs increases, especially among Millennials, as consumers look for savings.

  
Leading In Times of Crisis
July 06, 2009 Navigating through Complexity, Diversity and Uncertainty to Save Your Business. (Jossey-Bass, $19.77)


Driving Results Through Social Networks
June 29, 2009 How top organizations leverage networks for performance and growth. (Jossey-Bass, $19.77)



  
Our Readers Like
MOST POPULAR | MOST EMAILED
Our Readers Like
MOST POPULAR | MOST EMAILED
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.

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.

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.