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Miller Heiman
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May 6, 2015 02:32 PM
“Sometimes abundance is just another word for burden.And it’s crucial for our success and satisfaction that we learn to spot the difference.” That was one takeaway that Michael Hyatt, a leadership coach and best-selling business book author, says he learned from “Essentialism.”
May 6, 2015 12:20 PM
Holding employees accountable is the key to getting the results leaders want, right? Not so fast, says Anne Grady (, author, corporate leadership expert and a consultant on personal and organizational transformation. Most people want to do the right things and feel successful, Grady says. Often the problem lies in getting clear around expectations.
May 6, 2015 12:37 PM
The continued emergence of content marketing done well is vital for B2B marketers given the amount of education buyers are conducting on their own before they identify themselves as prospects. It’s important to remember, however, that content marketing is not about selling your company, your products or your services — unless it is, says David Kirkpatrick in a recent MarketingSherpa blog post.
May 6, 2015 02:26 PM
May 6, 2015 12:22 PM
Live tweeting events is a great opportunity to build an audience of targeted followers and increase influence in your industry. For starters, live tweeting is an effective means of gaining new followers. To do this, your Twitter profile needs to resonate with event attendees who are also tracking the event hashtag.
May 6, 2015 02:55 PM
Ken Schmidt participated in one of the most celebrated turnarounds in corporate history. The longtime motorcycle enthusiast’s association with Harley-Davidson Motor Company began in 1985, when he was asked to work with the then-struggling manufacturer to help restore the company’s image and create demand for its motorcycles.
May 6, 2015 12:19 PM
Unfortunately, “Glengarry” and most other films that vie for top-10 status — “Wall Street,” “Tin Men,” “Boiler Room” —  portray salespeople as not-so-likeable. Chalk that up to the need to sell tickets. The movie buffs at Velocify (, a provider of sales automation software, put a positive spin on sales as depicted on the silver screen by developing an infographic of useful takeaways from some of Hollywood’s most memorable sales moments.
May 6, 2015 12:53 PM
May 6, 2015 12:31 PM
In the new book “A Curious Mind: The Secret to a Bigger Life,” Hollywood producer Brian Grazer (“Apollo 13” and “A Beautiful Mind” to name just two of his movies) and co-writer, Charles Fishman, explore the joys of curiosity and its power to transform lives. Long before he became one of Hollywood’s most successful producers, Grazer was creating opportunities to meet and ask questions of people who, at the time, were well above his pay grade.
May 6, 2015 12:40 PM
If a marketing campaign lands in a forest and there’s no one there to hear it, does it make a sound? Today’s organizations arm their sales and marketing teams with customer data, engage their frontline employees, and still launch marketing campaigns that fall flat. With all the resources and technology available, why does this happen? Probably because too many organizations are focused on getting their messages in front of prospective customers.
May 6, 2015 02:23 PM
Time on your side
May 6, 2015 12:35 PM
A so-called selling “best practice” is actually creating the perception that you are a commodity, according to new research.
May 6, 2015 12:26 PM
Getting B2B marketers to think of content marketing as a useful tool with real ROI has been a challenge, but some of those who work and monitor the content marketing world are beginning to sense a significant shift.
May 6, 2015 02:40 PM
A new study by the Incentive Research Foundation ( notes that retaining top performers and preparing them to take over the reins during the next decade is a top priority for most organizations. A crucial part of that process will involve merchandise and gift card programs that inspire and connect with these future leaders, keeping them happy, productive and engaged.
May 6, 2015 12:24 PM
Shortly after Fortunemagazine released this year’s list of the 100 best companies to work for (its 18th year of partnering with workplace consultant Great Place to Work on the top 100 roster), the founder of Gravity Payments, a small Seattle-based credit card processing firm, announced that the minimum salary for each of the company’s 120 employees would be raised to $70,000 annually within the next three years.
May 6, 2015 12:46 PM
May 6, 2015 02:29 PM
Summer is upon us, yet more than 40 percent of adult Americans are expected once again to not use all of their paid time off. Many more say they are getting away from work, but stay tethered to their phones and devices, working part time while their kids and spouses actually relax.
May 6, 2015 12:50 PM
On April 21, Google flipped the switch on its latest algorithm change and companies whose websites best cater to mobile users began earning the most visibility from the search engine giant. Mobile usability has always been a factor in Google’s search algorithm. Until now, however, many businesses, including the majority of Fortune 500 companies, had postponed optimizing their sites for mobile without suffering major consequences.
May 4, 2015 05:41 AM
If you have ever received a sales call during dinner, it’s probably safe to assume you’ve had a bad experience with selling. Unfortunately, the same negative reaction you experienced while eating green beans with your family is now commonplace – at all times of day – in the current selling environment. In most business models, the sales department is fixated on selling. The problem with this approach is that people no longer want to be sold. They want to be educated on how a product or service will benefit them.
April 30, 2015 11:00 PM
Despite the increasing buzz around inbound marketing, smart sales and marketing professionals know they cannot get by on just inbound methods alone. As the attention has shifted to inbound marketing, outbound marketing has faded to the background. That isn’t to say that outbound marketing is dead, but outbound tactics from the last century are not enough today.
April 30, 2015 11:00 PM
In the lobby of my son’s residence hall at the University of Nebraska, similar to residence halls at a number of major colleges around the U.S., students are greeted each morning by stacks of newspapers that are free for the taking: The New York Times, The Wall Street Journal, USA TODAY and the Omaha and Lincoln dailies.
April 29, 2015 07:04 AM
In Part I of this article, we discussed how every company wants a more effective sales force, but few know where to start. Sales leaders often try the “throw it up and see what sticks” approach of launching a half-dozen or more initiatives simultaneously, hoping one of them is the real root of the problem.
April 26, 2015 11:00 PM
Every company wants a more effective sales force but few know where to start. Seeking quick results but unsure as to what is broken, sales leaders often launch a dozen or more initiatives simultaneously, hoping one of them is the real root of the problem.
April 23, 2015 11:00 PM
According to research by SirusDecisions, less than one out of 10 B2B companies report good alignment between sales and marketing organizations. If you don’t think this hurts your business, think again. The lack of integration of sales intelligence with sales and marketing systems causes the biggest gap between top sales performers and under-achievers.
April 20, 2015 04:52 AM
What's the best way to reach my prospects? How do I get past the gatekeeper? How many touches do I need before talking with someone? What do I do when the prospect’s assistant wants to put me into voicemail? Sales leaders are constantly bombarded with these questions, because getting meetings with target prospects is the #1 business development challenge for most sales reps. Some sales managers say to keep calling. Others tell their teams to send emails or to connect with prospects on LinkedIn. The latest advice is retro: snail mail.