I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. But as I read through this issue’s pages before we went to press, what struck me most is how entertaining and educational the content is.
We hope when each issue of Sales & Marketing Management lands in your mail, you feel assured of one thing: If you invest 45 minutes with us—OK, sometimes 60—we’ll provide a half dozen or more good insights that will make you a smarter manager and that you can use to improve your team’s performance. Along the way, you’ll get some fun ideas, too.
The fun stuff abounds in this issue, highlighted by our look at alternative offsite meeting and event spaces. A decade or more ago, I read a newspaper story about a swanky house in Palm Springs that used to be owned by Frank Sinatra. It’s called Twin Palms — you know a house has charisma when it has a name—and nowadays, it’s rented out to groups for parties and corporate events. We wrote about it back then, so it’s not included in our coverage of funky meeting spots in this issue. But I’ve been on the lookout ever since for equally innovative sites for team meetings or group incentive outings. We put the call out for submissions and the six-page review that begins on page 24 is the result.
It’s always fun and educational to hear what others who have similar job responsibilities are thinking. That’s why we asked readers and other sales and marketing professionals to share their assessment of the ROI value of trade show marketing. As you might suspect, face-to-face interaction with prospects and existing customers is still highly valued, but trade shows take a few dings as well. Check it out on page 16.
Speaking of ROI, I haven’t even mentioned the return you’ll get by reading our cover story on the changing approach in B2B sales due to today’s more knowledgeable buyers. I wish I had a nickel for every time in the past two years I’ve heard about how far along the buying process B2B buyers are. It remains a hot topic, but I’m out of space, so you’ll have to trust me and dive in on page 32.
