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Miller Heiman
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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.
May 28, 2015 11:00 PM
Higher rates of unsubscription can prove disastrous for companies. Consider an email list of 500,000 individuals. With a moderate unsubscribe rate of 0.2%, the company is losing 1,000 people per email. At an email a week, the company is dropping more than 4,000 prospects or customers a month, a significant deficit that will require marketing to work hard to rectify with new email leads. Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying.
May 24, 2015 11:00 PM
Relationship selling goes beyond emotional intelligence to a disposition of being other-focused to such a degree that you are in tune with others’ emotions, hopes, and desires – and with how you can meet those needs. You can’t change anyone but yourself, so working on yourself is the best place to begin your journey of relationship selling.
May 21, 2015 11:00 PM
70 percent of B2B marketers are creating more content than they did one year ago, according to Content Marketing Institute (CMI) and MarketingProf’s latest B2B Content Marketing report. With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. That means producing content that stands on its own merits – content that can attract and maintain an audience.  
May 20, 2015 05:12 AM
Take personalization to a higher octave. When the Bellas realized their standard renditions of all-female classics weren’t making the cut, they found the key to their comeback was to switch up their repertoire and personalize their performance for the crowd. Taking a note from the Bellas’ success, effective marketing campaigns require personalization and knowing your audience.
May 17, 2015 11:00 PM
The benefit of eliminating the trivial many from your work schedule is that it leaves room for the most important tasks. For sales, few things are more critical to long-term success than getting out into the field and learning about your customers’ businesses. Greg McKeown offers an example in his book, "Essentialism: The Disciplined Pursuit of Less," from the non-sales world that exemplifies how frontline reconnaissance can pay off by providing new perspectives.
May 15, 2015 05:03 AM
As the founder and CEO of, an online platform that helps companies hire great employees and candidates find jobs that they love, I’m tasked with evaluating and implementing the right tools for my team. Recently I decided to kick my CRM to the curb in the hopes of finding one that better suited my company’s specific needs. I started my search and quickly realized there are quite literally hundreds of CRM tools out there. It quickly became overwhelming deciding which would best meet my needs.
May 11, 2015 11:00 PM
In a business’s life cycle, everything from attracting and retaining customers to meeting and beating prices can get in the way of long-term success. But a recent survey by the Corporation for Enterprise Development throws another factor into the mix that affects vendors in a big way: cash flow.
May 10, 2015 11:00 PM
I’m sorry to say – but most sales and marketing leaders on LinkedIn do not have a strategy. They have a shopping list of tactics that need to be completed. But, there’s no cohesive strategy.
May 6, 2015 12:44 PM
Lead generation…lead generation…lead generation. In terms of what’s on marketer’s minds, it’s numero uno. If it’s not, it should be, says Jason Stegent, the founder and president of Elastic Solutions (, a provider of strategic marketing solutions. In a recent blog post, he offered three reasons why lead-gen programs fail: