The Personal Touch: Making the Sale…After the Sale
"You forgot about me." Chances are, at some point or another, you've experienced feelings of abandonment after a purchase. Think back: When you...
The Personal Touch: Vacation Shellshock
You may have hiked every hill in Central Park…or sat mesmerized by the waves gliding across the plush Caribbean sand. Maybe you just spent...
The Personal Touch: Preparing for that Initial Contact (Part I)
My high school coach liked to say, "You get back what you put in." At the time, I figured his words were a smokescreen...
The Personal Touch: Preparing for that Initial Contact (Part 2)
There is a great irony in cold calls: your targets are often as unprepared as the marketer. And such contacts invite change, which can...
The Personal Touch: Successfully Managing the Emotional Hypochondriac (Part I)
They called her "Nutty Nora." You probably managed someone like her. Nora would bring her baggage to work. She challenged everything, assigning the worst...
The Personal Touch: Successfully Managing the Emotional Hypochndriac (Part II)
You were hoping that the issues were strictly between yourself and Nora. But the damage was collateral. Read Part I Around her, your...
Gaming Goes Broad
The decline of traditional forms of media has forced marketers to think differently when considering how to build their brands. While print and broadcast...
Surviving in a Buyer’s World
Sales as we know it has changed. Whether someone is buying home electronics, enterprise software or industrial equipment, buyers today can get their hands...
A Case for Sales Enablement
In tough economic times, some companies weather the storm others capitalize on the economic downturn to realign, streamline, and prepare for the rebound. Part...
Amgen Advances, Standardizes Meetings Reporting Technology
Led by director of global meetings management Marybeth Roberts, pharma giant Amgen has pushed tech vendor StarCite to reconfigure its systems to accommodate conventions...
