Pack More Power Into Your Leadership Communications
por Tom Varian na Leadership
On the bridge of a mighty steamship, the captain bellows through a speaking tube to the boiler room, several decks below: “You have to shovel faster, you bastards!” The coal-smeared men toiling in the bowels of the ship exchange amused glances, as if to ask: “What’s bugging him?” They shrug and pick up the pace a bit, but not much.
Now imagine if that same captain chose to bellow: “Iceberg dead ahead!! If we can make ten knots, we just might be able to turn this ship before we slam into it and all drown! You have to shovel faster, you bastards!”
The Root of Disengagement
por Deborah L. Vence na Human Resources and Personnel Management
If companies are struggling to keep employees engaged and motivated in their jobs, it might be because their approaches to motivation are outdated.
Research conducted by The Ken Blanchard Companies—a global organization that specializes in leadership development and employee engagement—is aiming to help organizations address the growing decline in employee engagement by explaining the source of disengagement. The company suggested that motivation plays a key role in the root source of disengagement.
Marketing To Your Employees
por Rob Weinberg na Sales and Marketing
Examine your company’s selling process and you may find a strategic gap in your marketing efforts. By now you’ve built your web site and are working a marketing plan that includes some combination of social media, collateral, drip campaigns, sales promotion, public relations, and the like.
Your high visibility causes sales leads to pour through the door. Yet you find many of these leads aren’t converting into sales. Or worse, you’re seeing an increasing percentage of customers leaving you, sometimes after many years of loyal patronage. In either instance there’s no clear pattern.
The answer may be in your own backyard. You may need to market more to your own employees.
Outsourcing Your Digital Marketing – Worth it or Not?
por Mike Mancini na Social Media and Social Networking
As business owners or managers, we tend to spread ourselves a little bit thin. OK, maybe that’s an understatement. We can’t seem to find enough hours in the day to accomplish what we needed done yesterday. Not to mention, once we do get these tasks accomplished, are they done the absolute best that they can be?
Digital marketing for your business is no different.
Holistic Healthcare: Caring For Yourself and Your Business
por Peggy Burkhardt, PhD, FNP, AHN-BC na Human Resources and Personnel Management
Anyone who has run a business recognizes the pattern of long work hours, bad employee nutrition, inadequate exercise, stress, and general poor job-related health that conspire to sap $576 billion annually from the US economy.
But consider this: If your organization is suffering from high levels of stress or employee absenteeism, YOU may be part of the problem!
Who are you and what do you do?
por Therese Samudio na Sales and Marketing
You’ll be asked “Who are you and what do you do?” hundreds or perhaps thousands of times before you hang up your spurs for the final rodeo.
How do you answer this question when asked? How do your salespeople answer it?
Take note the next time you are at a business meeting or a social or networking event. You’ll hear a variety of answers ranging from ridiculous, to not very useful, to long and boring, to occasionally sublime.
Squeezing More Revenue From Your Marketing Dollars
por Paul Gorman na Technology
Marketing pioneer, John Wanamaker, once said “Half the marketing money I spend on advertising is wasted; the trouble is I just don’t know which half.”
I’m not going to tell you how to completely and totally fix that problem, but there is a way to significantly increase your revenue and, at the same time, reduce how much you spend on marketing and direct mail. We can do that through the power of the computer, Big Data, and Predictive Analysis.
The Future or a Flash in the Pan?
por Brian Summerfield na Personal Growth and Development
A funny thing happened on the way to the economic recovery…
In 2008, systemic failure on Wall Street caused a handful of major companies to implode or be acquired at fire-sale prices, and a number of financial firms required unprecedented government bailout packages to avoid the same fate. However, around that time, those surviving businesses sent several of their top-performing executives, managers and salespeople on extravagant trips to far-flung places as rewards for their achievements—just as they always had.
When Selling is Broken: The Fatal “Division of Labor” – 3 key metrics for success
por Andy Gole na Strategy and Planning
Recently, a business owner told me a sad story. He was very disappointed his sales weren’t growing, particularly when considering how hard he worked. When we peeled back the onion, the following became clear:
Sales and Marketing Alignment - Some Additional Thoughts
por Walter A. Hardenstine na Sales and Marketing
I would like to weigh in on the latest article from our last newsletter.
Let me first explain that while I have a BSBA with a Marketing major, I graduated college in 1971. But unless the principals have changed or there are two schools of thought, I would like to explain what I have always understood as, what is Sales and what is Marketing. I believe this even fits in with our latest Strategies for Success when the Business Model Canvass explains "channels."
Two Sides of the Listening Coin
por Rob Weinberg na Customer Service and Quality
I took my mother to lunch at a Vista café.
She ordered a tuna sandwich, but got the costlier tuna steak on a bun instead.
I promised my client a monster project would be delivered Friday. Thursday afternoon he announced he needed it 7am Friday to accommodate his travel schedule. I’d assumed 5pm.
Are Your Salespeople Caving When Pressured About Price?
por Gary Harvey na Business Planning and Strategy
"The bitterness of poor quality remains long after the sweetness of low price is forgotten."-Benjamin Franklin. What a powerful statement and true is it not? But do you and your salespeople believe it and standby it when you or they sell? Today’s prospects are better than ever at pressuring salespeople about your price. And now days they get to use the economy as an excuse and leverage to beat you up to get you to lower your price.
Account Management or Account Stagnation?
por Colleen Stanley na Strategy and Planning
You have several good clients. However, you know those good clients are purchasing a few lines of business from your competitor. You know you offer a better product and service after the sale. So what’s the reason they haven’t moved those lines of business to you?
Learning Is Key in Creating Sales and Marketing Alignment
por Jerry Roche na Sales and Marketing
Sales and marketing alignment has become a hot topic as leaders realize that getting the two groups on the same page yields greater revenue growth, shorter sales cycles and higher customer retention. Many organizations, however, struggle to create sales and marketing synergy that delivers a measureable business impact. They fail to recognize and address one of the key barriers to alignment: a lack of marketing training.
The One Sign You Will Be Rich
por Brian de Haaff na Personal Growth and Development
When I was studying Philosophy at Berkeley, a friend told me that she could tell who was going to be rich and who was not. Fascinating, I thought. But when I asked how, she refused to answer and only said that I would figure it out. So after 20 years of thinking about it, I finally discovered the secret.
The Part-Time Executive: Filling the Management Void
por Rob Weinberg na Business Planning and Strategy
Several years back I met with the president of a $5 million firm about hiring my marketing agency. For two hours he spoke about great things his company wanted to do to increase product awareness in the marketplace.
As the meeting progressed I noticed a fascinating rhythm to the conversation. Each item on his wish list was discounted by a concern about lack of resources or effects of the larger economy.
It was an interesting dichotomy, as he simultaneously recognized his overwhelming need to keep one step ahead of the competition and acknowledged a fear of spending money…or of not spending it.
Taking Games Seriously in the Corporate Learning Arena
por Jerry Roche na Technology
Serious computer games, as they are designed with the intent of improving a specific aspect of learning, are a “serious” alternative to traditional learning.
Studies over the past decade — including those conducted on business and economics students by the U.S. Department of Defense — prove that more job-transfer benefits are gained through game-enhanced learning as opposed to other modes of learning alone. Since workplace performance depends on the learners’ depth of engagement during their learning experiences, the more engaging the exercise, the higher the retention of knowledge and transfer of skills to the job.
Buddy, can you spare some time?
por Kim Lisagor na Personal Growth and Development
Sit on your hands. That’s what I told myself as my son’s kindergarten teacher asked a roomful of moms and dads, “Who wants to be the room parent this year?”
The silence was interminable. Room parent is a volunteer position that involves organizing class celebrations and other activities. As an involved parent, I wanted to support my child’s teachers, but I had just started a new job and didn’t have time for another commitment.
Just keep your mouth shut and sit on your hands.
The tension rose. I couldn’t take it anymore. I opened my mouth to speak – but the voice that finally broke the silence was not mine. “I’ll do it!” shouted another mother, raising her hand just in time. The rest of us applauded, relieved.
Aligning Incentives with Business Objectives
por Ken Gibson na Human Resources and Personnel Management
All compensation, and especially incentive plans, should help focus employees on the company’s priorities and strategies. In other words, the company’s growth objectives–and individual roles in the same–should become clearer as a result of how employees are paid. Of course, these issues are different for every business. However, they typically include priorities and objectives such as the following:
Deborah L. Vence,