Tracking Mobile Marketing Success via Sales Engagement

B2B marketers are facing an inevitable transition to mobile platforms. This is both a challenge and an opportunity. But the opportunities inherent in mobile solutions dwarf the challenges. Some of these opportunities include:

Beware the Devils you Don’t Know

Leveraging Triggers to Reach Business Decision Makers

Seeing the CEO and the sites

One of the mainstays of group incentive travel programs is the theory that they are excellent camaraderie builders for high performers. What’s more, they provide an opportunity for participants to rub shoulders with corporate executives, and allow those at the top to express their gratitude for a job well done.

Bad leadership can be good

Uncertainty in travel has its place

“We find after years of struggle that we do not take a trip; a trip take us,” wrote John Steinbeck. I thought of this sentiment while putting together this issue’s cover story on incentive travel.

Increase Win Rate and Profitability

The old adage, “people love to buy, but hate to be sold” is rephrased from the seller side to “salespeople love to win, but hate to lose.” Sales management might say “I want to help salespeople win, but win the right business.” The key is the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable.

Think fast

In “Outliers,” a fascinating look at what separates high achievers from the rest of us, author Malcolm Gladwell cites a study that suggests it takes 10,000 hours of deliberate practice to develop expert-level performance.

3 Online Marketing Trends That Will Have the Biggest Impact On Your Company in 2014

Marketing a business online has never been more important or difficult. Changes are happening at the speed of light and chief marketing officers need to stay current with the latest trends.

Marketing Said, Sales Said

Profitable growth is the top goal of every company. What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?

Build Your Brand and the Person Selling It

Oh, the places to go!

Former New York Times foreign correspondent Elizabeth Becker circled the world to report on the global impact of travel as a product. Her book, “Overbooked: The Exploding Business of Travel and Tourism,” was published earlier this year. It is a comprehensive and often discouraging report on the impact of tourism in a world where no corner is left untraipsed. We focused our discussion on incentive travel and experiencing new places as a group.

Top Performers - September-October

If you’re going to invest in an incentive travel program, build in a budget for the little extras that enhance memorability, says Min Choi of Mercury Insurance Group, which takes about 100 top sales reps and their significant others on a recognition trip each year. “Participants are blown away by the little things,” he says.

Good news for incentive travel believers: there’s less bad news

The Incentive Research Foundation’s 2012 Pulse Survey (conducted in September 2012) indicates that spending trends stabilized compared to the previous four survey periods.

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