What would Confucius do?

“It continues to amaze me how relevant Confucius’ sayings are,” says Philip Lund, a New Zealand-born economist turned sales consultant who was educated at Harvard College and the London Business School.  “I was searching fo

Five rings of customer insight

“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.

Are your reps lying to you?

Inc.writer Geoffrey James has news for sales managers: some of your reps lie to you.
If your reps are spinning any of these stories, they either can’t or won’t do their jobs well, James says.

Who you know does count

Good salespeople have always intuitively known that leveraging contacts to generate leads and close deals is a highly effective approach.

Top Performers - July/August

Our advertising partners have great new incentives for your upcoming campaigns
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Bad data = a big problem

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. To give you an idea about how much of an impact, consider these facts:

Why gift cards trump cash as a motivator

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.

The plastic they can use with pride

It’s every trainer’s worst fear: a roomful of disinterested, “tell me something I don’t know” participants staring blankly at you, or worse yet, not even feigning interest.

Misunderstood Marketing

There’s much discussion these days about sales and marketing alignment, reflecting perhaps the sometimes uneasy relationship that exists between them, particularly in the business-to-business space. Numerous books have been and continue to be written on the “art” of selling, but marketing is a “science,” and should be treated as such.

Avoid the doublespeak trap

If you’ve been in the corporate world for any amount of time, you’ve no doubt heard something like this:

Take a Local Approach to Your Global Footprint

How to lead a pack of alpha dogs

The problem with having a company stocked with “A” Players, says author and HR consultant Martha Finney, is that you get a cadre of mouthy, talented people who may follow your leadership, and then only if you work hard to deserve it. This is especially true in the case of younger generations of great employees, who weren’t necessarily raised to have automatic respect for their seniors.

Putting Work In the Rearview

These days, the notion that we work to live and not the other way around is generally accepted across generational lines. Even the hardest of hard-charging managers recognize that their workers have a life. (If they don’t, HR will tell them as much.)

Stealing from consumer marketing

Consumer marketing will always be at the bleeding edge — the first to integrate social networks, build mobile applications and create gaming into their campaigns. Some things work, some don’t. And some are very effective for B2B sales and marketing. Fundamentally, we’re all consumers so adapting proven consumer tactics can bring new life to B2B.

Let’s start with the fun stuff. 

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