September 2016

Social Stalking Is Not a Sales Strategy

It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation:

6 Lessons on Partner Management from ‘The Martian’

In the movie “The Martian,” Matt Damon’s character, Mark Watney, is teetering on the razor’s edge. He has extremely limited resources and one slip could be the difference between survival and failure. The same is true of many channel partners whoteeter on the edge of business survival.

Known Knowns and Other Unknowns

Several years ago, Donald Rumsfeld, then Secretary of Defense, spoke about “known knowns, known unknowns’’ and the dreaded “unknown unknowns.’’ Rumsfeld omitted one category, however, and that is unknown knowns.

4 Client Behaviors That Mean Your Proposal Needs Work

You’re at the proposal stage and, so far, everything appears to be on track to make the sale. That’s why it can come as a huge shock if the deal doesn't close. It will leave you wondering where things went wrong. Here are a few of the most common indicators that it was your proposal that failed to seal the deal.

Natural born travel guide

His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it.

Top Performers - September-October 2016

“The difference between success and failure is a great team,” says Dave Kerpen, founder and CEO of Likeable Local, developers of social media marketing software. Kerpen says when he ran his own consulting service, he made his own hours and determined his own success. But his growth potential was limited.

Does your teambuilding have takeaways?

“All event organizers are collaboration artists,” says David Adler, founder and CEO of BizBash, a Web-based source of information, innovation and insights for meeting and event planners. “You have to give people permission to collaborate and talk to each other. You can make pin the tail on the donkey a fantastic teambuilding event if you plan it right.”

Trivia that’s not trivial

The concept: David Jacobson was hosting trivia competitions in New York area bars as a side project in 2008 when the economy caved in and companies began cutting staff and asking those who were left to tackle more. “They couldn’t reward workers financially, but I knew from my experience as a bar trivia host how engaging it is.

Sometimes the gang isn’t all here

Annual group incentive travel programs for top sales performers have been a staple for driving performance for decades. They are not going away, as evidenced by the most recent research from the Incentive Federation, which shows that companies budgeted $14.4 billion in 2015 for incentive travel programs.