Articles | SalesAndMarketing.com
Miller Heiman
LinkedIn  Twitter  YouTube  Facebook

Articles

July 30, 2010 11:16 PM
Consumers growing interest in "Going Green" now reflected in company's business programs.
July 30, 2010 11:14 PM
Canada-based loyalty management company Groupe Aeroplan today announced the completion of its acquisition of Carlson Marketing.
July 30, 2010 11:18 PM
groupSPARK, a Microsoft Gold Certified Partner and provider of private-label hosted software services, has announced the availability of hosted Microsoft Dynamics CRM 4.0.
July 30, 2010 11:10 PM
In our restructuring work with clients, we often find that more than 50 percent of a sales professional’s time is spent on non-customer-facing work, including account maintenance, issues resolution, and reporting. Since the top mandate (and natural talent) of sales professionals is to generate revenue, excessive administrative work—be it paper or automated—represents a significant loss of revenue.
July 30, 2010 11:14 PM
Grouping health and wellness claims Nielsen tracks through its LabelTrends service into three tiers based on annual growth rates, retailers and manufacturers will notice some interesting developments.
July 30, 2010 11:18 PM
Gryphon has announced the integration of its enhanced PrivacyAdvisor 3.0 solution with Oracle CRM On Demand.
July 30, 2010 11:13 PM
Plenty of sales disasters take place when the economy's doing well, so given the present circumstances, it should come as no surprise a lot more are in progress right now. Turning these situations around is never easy, as they mainly involve errors by human beings, and inevitably some people will need to be let go. But if you take the time to find the real problem(s), often they are easier to fix than you might first believe.
July 30, 2010 11:13 PM
Plenty of sales disasters take place when the economy's doing well, so given the present circumstances, it should come as no surprise a lot more are in progress right now. Turning these situations around is never easy, as they mainly involve errors by human beings, and inevitably some people will need to be let go. But if you take the time to find the real problem(s), often they are easier to fix than you might first believe.
July 30, 2010 11:14 PM
Many executives are willing to meet with a salesperson recommended by someone internally, indicating that establishing relationships at lower levels of the organization is critical before trying to access a senior executive's calendar.
July 30, 2010 11:13 PM
Like a race car driver passing the competition and accelerating into the last lap, sales organizations need to remain sufficiently quick and nimble in order to take advantage of business and industry-wide paradigm shifts. This is also the most direct and effective way to alter the perception prospects may have of you, in effect elevating you and your sales organization from vendor to trusted advisor.
July 30, 2010 11:13 PM
Every business should have profit sharing, with every employee. Whether you're a big corporation or little mom-and-pop business with one part-time helper, there are no exceptions to this.
July 30, 2010 11:12 PM
Employee surveys. Can't live with 'em, can't…well, you know. Most "employers of choice" do some form of employee "satisfaction" survey. The question is: Is it worthwhile, and if so, why?
July 30, 2010 11:20 PM
gwabbit has released a free version of its contact management solution for the BlackBerry.
July 30, 2010 11:20 PM
gWallet, a monetization platform for social media, has introduced its gLTV metric, enabling publishers to measure and increase their lifetime value of users on their applications.
July 30, 2010 11:12 PM
The rapid transmission of the virus translated into swift consumer reaction.
July 30, 2010 11:14 PM
What is a consultative sales process? And how can it help you navigate around objections?
July 30, 2010 11:20 PM
Mobile application developer Handmark has released TweetCaster, a new Twitter client for Android smartphones.
July 30, 2010 11:16 PM
emTRAiN, a provider of multi-media HR compliance training, has announced the availability of its Web-based, hosted Global Harassment Prevention course.
July 30, 2010 11:10 PM
If you have decided that harnessing the power of community interactivity on your site to engage with customers, prospects, partners, and everyone else who comes into contact with your company is the right path for you, you have taken an important first step. The next logical step is making sense of the social hubbub through your community—a true extension of your Web presence designed to take you to social nirvana.
July 30, 2010 11:11 PM
Staff-driven effort is meant to create more social experience for consumers visiting casinos.
July 30, 2010 11:12 PM
In today's economic climate, customers closely scrutinize every dollar spent, often curtailing or even ceasing investment in those enterprise solutions that don't deliver value. But smart organizations can generate recurring revenues, improve customer references, and increase satisfaction by implementing a set of best practices that will enable them to better understand customers and build transformational relationships.
July 30, 2010 11:14 PM
NY-based Heidrick & Struggles International, Inc announced today a change in the leadership of its Marketing and Sales Officers Practice.
July 30, 2010 11:18 PM
Helmsman Marketing, a provider of customized marketing campaign management solutions, has announced its Helmsman Star Engine platform.
July 30, 2010 11:18 PM
IssueTrak has released Version 9 of its issue tracking, help desk, and customer service software, including several new features.
July 30, 2010 11:18 PM
Helping Hand Rewards markets and distributes products made by or produced through socially conscious enterprises from around the world, as corporate gifts for employees and clients.