Publicis Acquires Unilever Platform
In an unusual move designed to boost its broader digital strategy, Paris-based holding company Publicis Groupe said it has acquired Pour Tout Vous Dire,...
Seven Secrets for Writing Compelling Newsletters
According to the Harvard Business Review, 91 percent of small businesses do absolutely nothing to retain their existing clients. That means only nine percent...
Gift Ideas for Advertising People on Your List
If you have an advertising professional or two in your life, you know it can be a challenge to find the right gift for...
Outside the Box: Incentive Building Blocks
Years ago, a prospect I was talking with shared his concern over a failed mid-year sales incentive program. We discussed the various program components,...
Outside the Box: Rethinking Incentive Program Planning
Several years ago, our company created a sales incentive program for a client in the sanitation products business. Their products were sold in dispensers,...
Outside the Box: Creating a Communications Plan
In a previous column, I shared the story of a prospect who had lamented his underachieving employee sales incentive program. It turned out he...
Outside the Box: Incentive Building Blocks: Rewards
If there is one thing I've learned from all my years in the incentive business, it's this: Rewards matter. They matter because...
Outside the Box: Incentive Building Blocks: Sales Analytics
Over the past five months, we have been looking at the basic components of a successful incentive program. The last (and often neglected) critical...
Outside the Box: Sticking Up for Capitalism (and Sales)
For those of us in the sales profession, it can be argued we are on the front lines of capitalism—the leading edge of demand...
Don’t Neglect Recognition
While incentive programs can drive temporary behavior change to deliver sales increases, the best way to ensure lasting sales channel success is to build...
