June 2015

It’s a Tech Tsunami

When you’re pregnant (or when your partner is pregnant), you start seeing pregnant women everywhere you go. Something similar happens every time we put together our annual summer issue, with its focus on technology’s impact on sales and marketing.

Increasing Customer Loyalty in the 'Age of Experience'

In the ongoing battle for market share, brands pour over metrics and tweak strategies to increase customer loyalty. The stakes are high, customer acquisition costs are expensive and most businesses can’t afford to lose sales to competitors. With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences.

Ten-Hut!

Ben Parr, venture capitalist , startup coach, former coeditor of Mashable, author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products.

Top Performers - July-August 2015

Research supports the argument that in many situations, non-cash incentives are stronger motivators than cash. Non-cash rewards lock recipients into non-essentials, while cash tends to get lumped with the rest of one’s paycheck and goes toward groceries, utilities and other bills.

Goodbye to office voice mail?

The emergence of new tools ultimately kicks technology that was once considered indispensable to the curb. Is it time for voice mail to hang it up? M.I.T. research fellow Michael Schrage posed the question in an in article for Harvard Business Review (HBR.org).

Beyond the big-name brands

As technology continues its frenzied leap forward, you’ve never had more tools at your fingertips for reaching your market, engaging your customer, closing a deal or hitting your numbers. With so many products to choose from and limited time for research, you may be inclined to stick with popular, big-name solutions rather than trying something you’ve not heard of before.

Would you buy from a 20th century sales rep?

If two sales reps meet with us on the same day offering competitive solutions, are we more impressed with whoever boasts both traditional advantages — who is better dressed, who knows our college cheer song, who shares our out-of-work interests in golf or steampunk — as well as who is armed with the coolest new tech products?

The Tech Effect

In case you haven’t noticed, the business world is immersed in a technological arms race.

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