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Miller Heiman
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September 5, 2014 01:54 PM
When they first entered the workplace in 2007, Millennials were quickly labeled as pampered and lacking work ethic. Although that opinion has been repeatedly blasted as an unfair generalization, it’s still mentioned when talking about companies’ pain points.
September 5, 2014 01:49 PM
Great leaders know that their words have a powerful effect on their employees. Peter Economy, author of more than 65 books on effective management, shared 17 phrases that help leaders connect with their employees at Here are six of them. You’ll find a link to the full post in our Additional Web Resources box at
September 5, 2014 01:19 PM
The seven deadly sins are envy, pride, lust, gluttony, wrath, greed and sloth. The deadly sins of business-to-business marketing, as espoused by Christopher Ryan, president of Fusion Marketing Partners (, are not as disastrous as those, but they do deserve some serious consideration for the good of your business.
September 5, 2014 01:52 PM
Leaders must act with deep confidence in their abilities while also remaining aware of their vulnerabilities. In his book “Leadership Blindspots: How Successful Leaders Identify and Overcome the Weaknesses That Matter,” Robert Bruce Shaw offers insights into identifying unrecognized weaknesses or threats.
September 5, 2014 01:08 PM
Inevitably, says sales coach and author Keith Rosen (, when he nears completion of a two-day training session, sales managers freeze up and exclaim, “Wait, you mean I’m actually going to be held accountable for coaching my team?”
September 5, 2014 01:00 PM
Businesses around the world and in all industries are trying to crack the digital marketing code. How do you create an effective integrated campaign and what’s the best way to measure ROI? Some have progressed more than others, while a significant percentage continue to bark up the wrong tree, investing in delusional marketing rather than effective digital marketing. Minter Dial, founder of the Myndset Company (, a boutique marketing agency, offers these 10 signals that you are practicing delusional marketing rather than bonafide digital marketing:
September 5, 2014 01:34 PM
When economies rebound from a sluggish market, recruiting and retaining top workers becomes more of a concern. But two recent surveys conducted by global professional services company Towers Watson indicates that many employers don’t understand the important reasons that employees join and stay with a company, including strong leadership.
September 5, 2014 12:12 PM
No offense, but it’s a good bet that no one has ever bought your product because they liked your logo.
September 5, 2014 12:57 PM
The best salespeople are fearless communicators. They laugh easily and have an insatiable curiosity that leads them to ask great questions. But there’s a dark side to extroverts, says Greg Lhamon, vice president of interactive and digital media provider Salem National. They have a tendency to waste time.
September 5, 2014 12:27 PM
Eight out of 10 sales strategies (78 percent) are ineffective, according to the annual research report by Sales Benchmark Index, a sales and marketing consultancy. Leading the list of reasons why you might have the wrong sales strategy: It’s the same strategy that your competitors use.
September 5, 2014 12:18 PM
In sales negotiations, when you focus on the differences between your positions rather than the commonality of your interests, little progress can be made. Time and emotion are the two things most often wasted during a negotiation, states Anthony Tjan, CEO and founder of the venture capital firm Cue Ball (, in a Harvard Business Review blog post (
September 5, 2014 01:06 PM
It happens all the time. In the weeks that follow a sales training event, the freshly trained reps start blasting through their quotas, sales improve dramatically and management couldn’t be more delighted with their training investment. Within a few months (usually 90 to 120 days), the reps begin to backslide, reverting to comfortable old habits while the numbers slip back to their pre-training levels.
September 5, 2014 01:22 PM
“Marketing” is the newest release in the Brian Tracy Success Library (AMACOM Books), a series of condensed insights on various business topics. In it, trainer and consultant Brian Tracy offers these military principles that can be applied to your marketing strategy:
September 5, 2014 12:32 PM
Have you ever noticed that for some people, recognition and success just seem to fall into their laps? Their names pop up whenever people think about certain issues or problems. They get calls from complete strangers because a mutual acquaintance recommended them. In effect, they are successful because other people think about them.
September 5, 2014 02:03 PM
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September 5, 2014 02:12 PM
Whether you run nearly two dozen different incentive travel programs annually like Mutual of Omaha does, or you sponsor one annual program that culminates with a trip for the best of the best, the challenge is to make each year’s program distinctly different from past efforts and enticing enough to motivate the troops.
September 5, 2014 01:15 PM
Every marketer will tell you that the one metric they most desire, but struggle to acquire, is campaign return on investment (ROI). B2B marketers, in particular, feel this pain because the processes that have historically been in place to execute campaigns and track sales opportunities reside in two completely different systems and are governed by two completely different departments (CRM and sales).
September 5, 2014 12:07 PM
The purpose of the Demand Metric Quality Benchmark Study sponsored by sales enablement provider Showpad is not to treat sales reps as scapegoats, but to determine how sales opportunities are affected by bad client meetings — and hopefully gain insights about how to prevent bad meetings. Over 60 percent of participants in the study sometimes, often or always experience bad sales meetings. Findings include: •  The median close rate for sales when they engage with a qualified prospect is between 21 and 30 percent.
September 5, 2014 07:01 AM
Conventional wisdom says you can’t go wrong hiring the sales veteran with the heftiest Rolodex and a record of gold-plated sales deals. But if you’re a small, growing company, measuring candidates by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure. The well will soon run dry, and you may be stuck with an overpriced sales professional who doesn’t sell your company’s solutions consistently.
September 5, 2014 02:28 PM
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September 5, 2014 01:40 PM
The Towers Watson findings reinforce the value of effective managers, revealing that supervision is a key driver of the energy and enablement required to reach the highest levels of sustainable engagement. Moreover, 30 percent of employees report a lack of supervisor support (i.e., a lack of recognition and feedback, and managers not living up to their word) as a cause of work-related stress. From the employee perspective, the principal driver of manager effectiveness is consistency between words and actions — the ability to walk the talk.
September 5, 2014 01:25 PM
Most marketing teams are running a variety of great demand generation programs, generating lots of leads that unfortunately aren’t closing. The majority of those marketing leads never close because they really aren’t given a chance to — by marketing or by sales. The main reason is that the leads are either passed too early or too late. They get rejected or sent back to marketing, who become dismayed that all their hard work has yielded very little return.
September 5, 2014 12:15 PM
The number one reason sales opportunities go dark is lack of alignment between buyer and seller. Salespeople must appeal to the logical and emotional needs — in other words, you have to sell the way the buyer wants to buy. That sounds intuitive, but it’s frequently forgotten.