Your customers and prospects are crazy busy. The last thing they want to do is change the way they do things. There might be a better way, but what they're doing works. Remember: change is always disruptive.
As we went to press with this issue, The Wall Street Journal reported in a front-page story that Orbitz Worldwide, the online travel company, discovered that people who browse its site using Mac computers spend as much as 30 percent more a night on hotels than people who search the site
The nature of leadership is such that leaders are going to take risks and fail. An effective leader learns from failure and moves forward. But there are failures in leadership not associated with risk taking that can undermine and paralyze an organization.
If you’re a salesperson, and you are hungry for greater success, it’s important that you improve your soft skills to a point where they are equal to or greater than your product knowledge, says Jeffrey Gitomer (gitomer.com). Soft sales skills can be taught one of three ways:
“Know the customer,” is a mantra that many sales and marketing managers teach. It’s what the cover story in this issue is all about (page 42). It’s something near and dear to marketing consultant Adele Revella’s heart.
Given the complexity of B2B data, it’s a big job to manage it effectively. The fact that so much data is stale, duplicate, or incomplete has a significant effect on the bottom line, state bloggers at SetLogik (setlogik.com), a provider of software solutions for precision target marketing.
While it’s true that managers and HR professionals like recognizing stellar performance with gift cards because they are easy to administer, they would be shooting themselves in the foot if the gift cards weren’t desired by the employees they recognize.
In 1984, Jim Koch, then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America.