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Miller Heiman
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July 24, 2014 11:00 PM
Energy efficiency, as a driver in commercial architecture and construction, isn’t going away any time soon. Green construction and LEED Certification for commercial property are becoming more and more standard as energy costs rise and owners emphasize environmental responsibility as a marketable feature of their brands. Finding customers for energy-efficient windows for high-rise buildings is easy in the more environmentally conscious construction arena. But marketing, selling and making money on these opportunities is where it gets tougher.
July 22, 2014 11:00 PM
The Challenge SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers.
July 22, 2014 11:00 PM
Creating high-quality content in one language is challenging enough, but today, many businesses need to create content in multiple languages in order to reach their global customers online. How can you ensure the best possible translation quality, so that your company appears favorably in search results to customers all over the world? Here are some important tips for boosting your global SEO by working with professional human translation providers:
July 20, 2014 11:00 PM
It’s not always easy to reach a consensus with your team. It can be even more difficult if everyone is trying to agree on a decision using information laid out in an Excel spreadsheet, with line after line of numbers failing to fully illustrate the pros and cons of a decision.
July 18, 2014 04:44 AM
The US Army trains its best fighting brigades by pitting them in war games against an elite unit called OPFOR (stands for “opposing force). The brigades-in-training get every advantage: better intelligence, better technology, more manpower. Yet OPFOR almost always wins. Why? Because OPFOR systematically employs a powerful learning tool: the After Action Review – or AAR. It’s the same with sales. The best way to get better at your craft is to conduct consistent and thorough debriefs of your action.
July 15, 2014 11:00 PM
Sales numbers are down and you’re starting to sweat. As a sales manager, you must act quickly to turn things around when you first see the numbers dip. You need to diagnose the problems and make changes immediately so your team doesn’t fall short of the sales goal for the quarter or year. To help managers get to the root of their sales troubles, I’ve identified 12 common problems that can lead to a sales slump. By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales.
July 13, 2014 11:00 PM
More than 15 million businesses and organizations are now part of Facebook. Many corporations also have company Twitter pages. In the financial world, these pages are typically followed or liked by customers and employees. Major financial institutions with large customer bases and thousands of employees might have impressive numbers of likes or follows, but all too often, posts or tweets are stagnant, void of real interaction and results.
July 10, 2014 01:36 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 04:05 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 03:55 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 12:16 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 04:25 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 01:06 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 (, offers these tips for getting in front of the right decision maker when working the phones:
July 10, 2014 01:02 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 03:50 PM
Good questions further careers, says Scott Anthony, managing partner of the innovation and growth consulting firm Innosight ( 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 03:39 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
July 10, 2014 03:44 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 01:41 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 01:57 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 04:02 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 04:20 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 ( COOLPIX P600
July 10, 2014 01:04 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 (, 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 (
July 10, 2014 01:12 PM
Dave Stein, Principal at Dave Stein, Inc. and Founder of ES Research Group, Inc.
July 10, 2014 01:26 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.