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July 10, 2014 02:36 PM
By Andrea Driessen Meetings can become boring when attendees feel their time is disrespected and their contributions are underappreciated. Let’s look at five common ways meetings suck our time — and what to do instead. 1.  Meetings without end goals
July 10, 2014 05:05 PM
As we enter the era of the data-driven, data dominated business, one of the major issues companies will face is the speed with which things occur. Driven by hypercompetition, market transparency and customer expectations, companies will need to learn how to act before their customers need them. They need to anticipate customer needs and proactively sell solutions in a just-in-time fashion.
July 10, 2014 04:55 PM
The more things change, the more they stay the same when it comes to popular categories of workplace incentives. Employees loved cameras and consumer electronics as incentives 20 years ago, and they love them today. Some of the names have changed and some of the stalwarts are still around. If this review of new goodies only whets your appetite, call the contacts listed and they’ll have plenty of other new products to show you.
July 10, 2014 01:16 PM
In a world where more people own cell phones than toothbrushes, one risks being labeled a luddite if you push back at all against technological advancements. I listened with great interest as I spoke with a number of sources for this issue’s cover feature on the race to turn smartphones into multipurpose corporate HQs. The capabilities of these pocket-sized computers are astounding and the software platforms that are being developed for business and personal use only enhance their utility.
July 10, 2014 05:25 PM
In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.
July 10, 2014 02:06 PM
The pace of change has never been faster in the sales profession, but some challenges never disappear. Getting past gatekeepers was tough 50 years ago and it’s even tougher today. Nick Kane, managing partner at sales consultant and training provider Janek Performance Group (janek.com), offers these tips for getting in front of the right decision maker when working the phones:
July 10, 2014 02:02 PM
David Novak, Chairman and CEO of Yum! Brands stressed the importance of recognition in a keynote address for the Society for Human Resource Management’s annual conference in Orlando, Florida, in June. “There is no way you can get something done without taking people with you,” he said. Novak shared lessons that he teaches in a leadership course he leads eight times per year: Put people first. “If you get your people capability right first and continue to make it your first priority, I guarantee you the results will follow.”
July 10, 2014 04:50 PM
Good questions further careers, says Scott Anthony, managing partner of the innovation and growth consulting firm Innosight (innosight.com). Innovators ask a lot of questions, like Peter Drucker’s, “If we weren’t already doing it this way, is this the way we would start?” And Ted Levitt’s, “What business are we really in?”
July 10, 2014 04:39 PM
Leadership advice is plentiful — in books, online at seminars and in person. A lot of it is worth taking in, but some of it…Well, let’s just say, not so much, says Dan McCarthy, Director of Executive Development Programs at the University of New Hampshire, and head of the Management & Leadership channel at About.com.
July 10, 2014 04:44 PM
The Washington Post has an excellent regular feature as part of its business coverage called “On Leadership.” It should be bookmarked by every manager. Recently, the Post talked with Biz Stone, the co-creator of Twitter. Asked for his definition of leadership in 140 characters, Stone replied, “Leadership can be defined as good communication plus confidence without ego.”
July 10, 2014 02:41 PM
Airbnb gets a foothold in business travel Airbnb, which lets people rent out their homes to travelers, is finding its way onto business expense reports, says Tim MacDonald, an executive vice president at Concur, which operates a travel and expense system with more than 22 million users globally.
July 10, 2014 02:57 PM
As the FIFA World Cup kicked off in Brazil this summer, the San Antonio Spurs were polishing off the star-laden Miami Heat to claim the National Basketball Association’s championship trophy — the fifth championship in franchise history.
July 10, 2014 05:02 PM
File this under TMI (too much information): a survey discovered that about 75 percent of Americans admit to using their mobile phone in the bathroom. Here are some additional statistics that are a little less personal: •  Internet usage via mobile phones is expected to overtake desktop usage this year.
July 10, 2014 05:20 PM
Being recognized for stellar performance is always motivating —and the sign of strong leadership. We’ve collected some new recognition ideas from our advertisers and some insights on leadership from the Washington Post’s “On Leadership” blog (WashingtonPost.com/blogs/on-leadership). COOLPIX P600
July 10, 2014 02:04 PM
B-to-B marketers continue to follow their consumer marketing brethren into the world of video. While the fundamental rules of design and storytelling never change, designing for the small screen is a challenge. Elliot Blanchard, founder of Invisible Light Network (InvisibleLightNetwork.com), a producer of motion design, interactive work and short films, shared these tips for creating powerful work for the small screen on SmartBlog on Social Media (SmartBlogs.com/social-media):
July 10, 2014 02:12 PM
Dave Stein, Principal at Dave Stein, Inc. and Founder of ES Research Group, Inc.
July 10, 2014 02:26 PM
With traditional approaches to sales training, 90 percent of the focus is on a two- or three-day training course. Only about 5 percent of the focus is on activities to prepare salespeople for learning before the event. Likewise, only about 5 percent of the energy is focused on reinforcement and application activities following the learning event.
July 7, 2014 12:00 AM
Merely mentioning the word “negotiation” can evoke fear, stress and anxiety. But for many, the intent is quite simple: to discuss and ultimately agree on a deal. Whether it’s a multimillion dollar contract or just deciding where to meet for lunch, life is rife with negotiations. And the negotiation process is a lot like a chess game where strategy reigns supreme – one thoughtfully considered move at a time. Make a careless, short-sighted, ill-conceived move and suffer the perilous consequences.  
July 3, 2014 12:00 AM
Having a strong sales team that can deliver results is crucial to success. However, there are many factors that can cause a sales team to be ineffective. Anything from email bouncebacks to losing a lead because someone did not properly follow up can be frustrating for sales personnel. To save the frustration, not to mention time and costs, here are some simple systems to implement:
July 2, 2014 04:06 PM
In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.
July 2, 2014 04:08 PM
In her book, “Game Time: Learn to Talk Sports In 5 Minutes a Day for Business,” Seattle sports broadcaster Jen Mueller states that a lack of sports knowledge can cost you money. You don’t need to be able to break down Phil Jackson’s triangle offense, but knowing enough to realize that a fast break isn’t referencing a quick trip to the locker room is a good start.
June 30, 2014 12:00 AM
Sales enablement is a nebulous, often undefined term in the world of sales. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms.
June 27, 2014 12:00 AM
Being a sales manager is like trying to be two places at once. You’re simultaneously expected to be both a full-time sales rep and a full-time manager. You’re responsible for hitting your own sales numbers in addition to being held accountable for the numbers of each of your team members. It’s a tough job and a real balancing act. But, through my decades of experience I’ve identified a few key skills to execute success on every front.
June 23, 2014 12:00 AM
Being a B2B marketer is tough. When you’re not competing against the world’s biggest consumer brands for share of voice, you’re facing small budgets, limited resources and reluctance from within your organization to execute a seemingly risky strategy. What’s the solution? How can B2B companies stand a chance against their consumer counterparts? Enter digital media. It is one place in the marketing landscape where B2B companies can surpass those big B2C giants with even bigger budgets.
June 20, 2014 12:00 AM
E-mail is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their approach is weak, worn out and completely off track. It comes down to three seconds, and if your message doesn’t hit the target your e-mail will be immediately deleted.  Your mission should be to get your reader to open, read and respond. Do people respond to your e-mails in the way you want? Are you sure that you’re making the best possible impression?