Bots Rule

Read the online conversations regarding marketing automation and it quickly becomes apparent that different companies have vastly different comfort levels regarding their use of this highly publicized high-tech tool (if they’ve adop

The 3 conversations that follow feedback

Three conversations follow negative feedback: excuse, denial and/or tell-me-more.
Dan Rockwell, who comments regularly on leadership at, explains:

How to lead without making decisions

The corner office is a bastion of great leadership ideas, which is why The New York Times has a regular Q&A feature of the same name. Recently, they spoke with Kon Leong, co-founder of ZL Technologies, a creator of electronic content archiving software, and talked a lot about his hiring practices.

Where technology will take your next off-site

Technology continues to impact the look and feel of off-site meetings. If you’re still debating the appropriateness of live tweeting at your conferences or training sessions, you’d better let someone else plan them.

Total business travel spend and group travel both expected to grow


Business travel spending growth slowed through the tail end of 2012, but the forecast for 2013 is more positive, provided there is a continued easing of economic and political uncertainty.

Growth through branding

Every company is a brand, even if it doesn’t do any outright branding activity,” write brothers Philip and Milton Kotler in their new book, “Market Your Way To Growth: 8 Ways To Win” (John Wiley & Sons, 2013).

Tools for Building Brand

Marketers can draw on many tools to win attention and create preference in the target market. The choice they make depends on the relative coverage and productivities of the various tools in relation to their costs. Effective branding options beyond traditional advertising include:

3 common sales and marketing messaging myths busted

Have you ever watched Discovery Channel’s MythBusters? In each episode, the hosts take urban myths and put them to the test. Using scientific methods, they confirm, deem plausible or bust these various myths.
Unfortunately, when it comes to sales and marketing myths, we can’t take to the lab like the MythBusters team and physically blow them to smithereens…but we can still bust them.

Brilliance in your midst

Learning doesn’t always have to come through formal training. That message is frequently preached, but just as frequently neglected.

Teaching with charts

If you like USA Today, you’ll love this new sales eBook
IKO System is the creator of sales intelligence software that helps B2B sales teams get more from social media. The Paris-based company also maintains a worthwhile blog ( that presents useful insights in a whippy, fun-to-read fashion.

Going viral is only half the job

Eight out of 10 companies report they have posted videos to their Website in an effort to provide information about the company and its products and services. Thirty-four percent of survey respondents saying they track the number of video views as a measure of success.

Create your own dream team

7 Story Mistakes

Who cares? - People care about real people, not abstract companies. If you don’t talk about how people were affected, people will forget your story.
Boring - Sell the problem before the solution. A story needs conflict to give it meaning.

Facts alone aren’t enough

› Neuroscience proves that we need both the rational and emotional part of the brain to make good decisions.
› Without emotions, customers would not be able to make a buying decision.
› Because stories incorporate not only facts, but also emotions, they are better at inspiring customers to buy.
Marketing implications:

To Discount Or Not?

It’s the all-too-familiar statement that sales managers hear from their salespeople: “I need to give my client this discount or we’ll lose the job. We’ll make up the margin on higher volume from the client.”