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Miller Heiman
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June 29, 2015 02:16 PM
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 ( “A communications medium that was once essential has become as clunky and irrelevant as Microsoft DOS and carbon paper,” Schrage states.
June 29, 2015 01:49 PM
Used to be if a presenter constantly checked his watch it was a signal that things weren’t going so well. Now it can mean your audience is completely engaged. MeetingPulse, a suite of web-based audience engagement tools for meetings, has introduced the first-ever meeting software integration with wearable technology, currently compatible with the Pebble smartwatch and soon to be Apple Watch-ready.
June 29, 2015 01:40 PM
“Leaders must start taking it personally that customers are departing from their business,” states Jeanne Bliss in her new book, “Chief Customer Officer 2.0: How To Build Your Customer-Driven Growth Engine” (Wiley). “They need to care about the ‘math’ between customers in and customers out —  because that delta drives growth.
June 29, 2015 01:59 PM
If you’re uncertain about the popularity of consumer electronics in the U.S. and around the world — and we can’t imagine why you would be — spend a day at the annual International Consumer Electronics Show, which is held in Las Vegas each January. The show’s growth over the years has forced its expansion from “merely” filling up the Las Vegas Convention Center, to spilling over into several exhibit halls at nearby casinos. The numbers from CES 2015 are staggering: •   More than 170,000 attendees
June 29, 2015 01:33 PM
Video has immense potential in B2B marketing, but many companies have been slow to adopt it, states Chuck Kapelke in a story for B-to-B Marketer,a publication of the Business Marketing Association. He provides these quick tips for better use of video:
June 29, 2015 01:29 PM
If your salespeople think their prospects are hard to impress, try having them sell to venture capitalist David Wells of Kleiner Perkins Caufield & Byers. “Within the first eight words, I’ve decided whether or not to keep listening,” Wells told Allison M. Shapira of the Harvard Kennedy School’s Communication Program when asked what he’s thinking when he hears a startup pitch.
June 29, 2015 01:26 PM
Formal teamwork is present in a majority of companies and, informally, every organization is in fact a large team of employees. But managers continue to focus their performance improvement efforts almost exclusively on competition rather than cooperation when designing rewards.
June 29, 2015 02:15 PM
Cloud computing comes with a number of great benefits, such as scalability, cost minimization and universal availability, that can help you and your team automate your sales efforts. Here are a few good cloud-based tips that can help your team distinguish itself from the pack — and do so quicker, cheaper and faster than ever before. Keep social simple.
June 29, 2015 02:31 PM
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. SMM: You’ve been traveling the country trying to capture attention for your book about capturing attention. What have you found to be most effective?
June 29, 2015 01:54 PM
Mitra Sorrells of BizBash ( an online resource for event planning news, spoke with four social media specialists about what it means to go beyond quantitative measures to a deeper, qualitative analysis of online activity. Chris Kerns is head of research and analytics for Spredfast; Jady Manibusan is a social media analyst for Brandwatch; Jeff Ramos is a digital creative director and brand consultant; and Reb Carlson is a social media strategist. They suggest these tips to collect meaningful data from an event’s social media activity:
June 29, 2015 01:52 PM
Budgets, resources, innovation, ROI, and increasing delegate numbers and revenues are the top challenges facing corporate event planners in 2015, according to a survey of more than 100 corporate event planners by Conference & Incentive Travel magazine (, a leading UK-based publication for corporate event planners. Here’s what CIT discovered about the top-five challenges that corporate planners face:
June 29, 2015 02:01 PM
In case you haven’t noticed, the business world is immersed in a technological arms race.
June 29, 2015 02:27 PM
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.
June 29, 2015 01:25 PM
Americans continue to fuel a fitness craze. By any measure — total health clubs, fitness trainers and sales of fitness gear — growth in the past decade has been astronomical as the general population increasingly embraces a more active and healthy lifestyle.
June 29, 2015 02:03 PM
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?
June 28, 2015 11:00 PM
By 2020, nearly 50 percent of the workforce will be comprised of Millennials. They are diverse, tech-savvy, socially connected, and more comfortable “job jumping” to find professional fulfillment. The way Millennials evaluate job opportunities is very different from past generations. Although they require new levels of flexibility, office perks and management styles, the potential return on investment is enormous.
June 26, 2015 11:02 AM
Ashu Garg, general partner of Foundation Capital, recently remarked, “Technology today is both friend and foe for the CMO. The shift from art to science requires CMOs to reinvent themselves and their organizations or become irrelevant. The CMO of tomorrow is the data nerd of today.”
June 22, 2015 05:12 AM
We have a fantastic group of people in our sales function, and an equally fantastic group of people in our marketing function. But, as I am sure they do in your organization too, they often talk different languages and operate on different timeframes.
June 19, 2015 05:43 AM
Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto their most powerful sales strategy? After all, referred salespeople:
June 16, 2015 11:00 PM
“Nobody was winning.” That’s what Robert Eggeman, Service Champion for Mettler-Toledo International’s multi-million dollar Process Analytics Division (www.mtcom/pro), said when he inherited the management of the company’s technical documents, called “Certificates of Calibration.”
June 15, 2015 05:33 AM
Critical thinking gets customers out of their box. During my graduate work in training and development, I had the good fortune of taking a psychology class. Toward the middle of the semester, the professor asked me if I would assist him in reviewing more than 20 years of research relating to the way people communicate. At first I was somewhat reluctant. It sounded like a lot of work, and I really didn’t have the time. Then I realized that he had been very helpful to me and very insightful when it came to the material he presented in class, and now he needed my help.
June 11, 2015 11:00 PM
Life in sales isn't fair. You know that. Some salespeople have more than their share of difficulties, and some salespeople get more breaks than they deserve. What fascinates me is how salespeople respond to their difficulties. Some of them use their difficulties as an excuse for their lack of achievement, while others use their difficulties as the motivation for their success.
June 7, 2015 11:00 PM
How much does one-on-one sales manager coaching matter when it comes to sales force performance? A lot, according to new research from Vantage Point Performance and the Sales Management Association. In fact, companies that spend at least three hours per month managing each rep’s sales pipeline through coaching show 11 percent greater revenue growth than those that spend fewer than three hours per month, based on a survey of 62 business-to-business (B2B) companies, 39 percent with revenue greater than $1 billion and 37 percent with revenue greater than $250 million.
June 5, 2015 06:30 AM
Being a leader isn’t easy – if it were, everyone would be one. Leading others comes with more responsibility and accountability in all that you do, at all times. With that being said, it’s important to sharpen the traits that will mold you into the kind of leader you want to be. At baseline, every leader should have honesty and integrity but in order to succeed and inspire others to respect you and grow your business, there are a few traits every good leader should work to develop and perfect.
June 1, 2015 05:51 AM
In today’s virtual age, many salespeople rely heavily on Internet-based sales and marketing strategies to sell products and increase market share. E-selling tactics such as direct email, interactive websites, online advertising, and social media programs are used to supplement traditional marketing, such as TV, radio, print advertising and public relations. All of these can certainly be effective in raising brand awareness. However, face-to-face selling is often the most effective way to build customer loyalty and boost sales.