The Hidden Costs of Doing Global Wrong

Investing in a global marketing strategy can be a major undertaking, both in terms of actual costs (localization of campaign assets) and productivity costs (employee time), but the return on investment can be exponential when it comes to opportunities for increased revenue and market share.

The Customer Experience and Why It Matters

With all of the talk these days about the “customer experience,” and the voice of the customer (VOC), there is little doubt who holds the upper-hand in the sales equation.

Your Customers Are Talking About You – Are You Listening?

With more mobile devices than humans in the world and over a billion people participating in social networks, today’s customers are more connected and networked than ever before.  They’re also more knowledgeable and better informed. 

5 Steps to Telling Your Product Story Better

When trying to communicate a complex product story articulating your differentiation is key, but oftentimes it’s just not enough. Here are five steps that help your company tell their product story loud and clear.

Why Millennials Make Great Salespeople

Let’s face it, millennials get a bad rap. In the past, we’ve been quick to dismiss this generation as lazy, narcissistic and self-concerned. But smart businesses know there’s two sides to every story, especially when it comes to building a 21st century sales organization.

Quota Busters

End Your Sales and Marketing Tug-of-War

Although sales and marketing are often working toward a common goal (increased sales), in many organizations they are not necessarily partnering together to achieve these results. On one hand marketing is working hard to define the company’s core messaging and increase demand generation, while on the other hand sales is striving to close deals.

The trip to bountiful

“Camaraderie” is a word that gets tossed around in business environments a lot. Managers want to build it; employees generally cringe at managers’ attempts to build it. Camaraderie happens naturally and never as quickly as some would like.

Today’s Video Platforms Extend Employee Engagement Initiatives

Business markets today move at lightning speed, and companies are looking to experts to help them leverage new video technology to make them more competitive – not just in their own markets, but also in attracting and retaining valuable employees.

600 Seconds and Counting

How often have you planned on having 30 minutes or so for a first meeting with a prospect, only to find that the time is cut short? Maybe they got busy. Maybe something came up. Maybe the truth is that they don’t recall agreeing to a meeting in the first place, or have forgotten why they wanted to talk to you.
Here are some tips to help you salvage the opportunity:

The Power of Perspective

“We need to grow the business.”
Sounds simple, right? Kind of like when a sports coach says “We have to win this game.” And yet, how do you keep scoring points – both in business and on the field? The power of perspective gives you the strength to grow and to win.
What is this elusive, but all-important concept of perspective?

7 Common Mistakes that Lead to a Bad Hire

A bad hire is not only bad for business, it can also be very costly. International talent management experts estimate the average cost of a poor hiring decision to be equal to 30 percent or more of that hire’s first year’s probable earnings – that could result in costs upward of $50,000 for replacing a senior executive.

Is the Mandate for ROI Creating an Elephant in the Room for Marketers?

When it comes to marketing initiatives, getting the biggest “bang for the buck” is essential. Accordingly, defining and analyzing the success of everything from tradeshow participation to social media campaigns are critical. At the same time some marketers wonder at what point did return on investment (ROI) become the holy grail of measuring success?

How sales is like dieting

The sales world can be a lot like dieting and working out. Sales, like dieting and working out, takes dedication, commitment, discipline and knowing when you are off track. If you have tried every diet and none has worked, it’s not the diet – it’s the dieter.

To Hire the Best, Forget the Fat Rolodex and Big Deals

Conventional wisdom says you can’t go wrong hiring the sales veteran with the heftiest Rolodex and a record of gold-plated sales deals. But if you’re a small, growing company, measuring candidates by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure.

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