Doing business the Eleanor Roosevelt way
Eleanor Roosevelt wrote, “You must do the thing you think you cannot do.” While she was encouraging personal boldness, the message is also applicable...
Managing as mothering
My mom died recently, and amid the sadness of losing her was a silver lining: learning what a great boss she was. My mom,...
Latest meeting demand: all-access technology
Guests attending meetings — and those running them — want to have control over technology in a hotel’s meeting space. This do-it-yourself trend has encouraged some hoteliers to reevaluate...
IMEX reflects health of incentive travel industry
If the health of an industry’s trade shows are a reflection of the strength of the industry itself — and that only makes sense — then incentive travel...
The Tao of SAM
In this era of relentless commoditization, some sales organizations approach “value co-creation” and “collaborative partnerships” with customers as lofty goals, likely unattainable and therefore...
Sales suffer from too much farming and not enough hunting
The single biggest problem contributing to lack of new business development is the hybrid hunter/farmer sales role, says Mike Weinberg (NewSalesCoach.com). “This issue is...
Secrets of B2B webinar success
Webinars are powerful tools for B2B marketers to connect and engage with potential and existing customers. But many B2B marketers struggle with webinars because...
The importance of the workplace scrimmage
In sports, scrimmages are a respite from squat thrusts, windmills or other mundane (but necessary) practice activities. Scrimmaging is as close to a real...
Why some managers wrestle with recognition
Victor Lipman, who writes on management for Forbes.com and Psychology Today, recently asked readers to share their thoughts on why employee recognition is such...
In a Tech-Enabled Market, Do Salespeople Still Matter?
As an increasing percentage of consumer and business-to-business purchasing decisions and sales transactions are made on ecommerce platforms, it’s understandable that company leaders might...
