Gender Differences Impact Marketing Plans & Strategies
por Leslie Hart na Business Planning and Strategy
She likes pastels, he likes dark colors. She focuses on people. He focuses on objects. Are these unfounded stereotypes or bona fide gender differences that should be seriously considered by anyone designing products, displays, showrooms, Web sites and other marketing materials?
Five Ways to Ask for Referrals
por Jim Canfield na Strategy and Planning
Why dont we get more referrals?
The most common reason is: We dont ask. If we do ask, quite honestly, most people are not that good at it. The most common method is a general question like, Do you know anyone who would be a good person for my business? They normally roll their eyes back, put their hand to their chin with a furrowed brow and respond, No, cant think of anybody.
Why Lead Nurturing is Critical: Develop Trust, Increase Revenues
por Lars Helgeson na Sales and Marketing
Sales is a numbers game, right? However, it is also about the relationships that your business develops with prospects and clients that make or break a deal. This is where lead nurturing comes into play.
Lead nurturing is the process of building a relationship with prospects who are not yet sales-ready.
Lead nurturing is like dating. You want to get to know the person before you enter into a full-fledged exclusive relationship. This relationship doesnt happen over night. You want to trust them and make sure they meet your needs, so you know its a good fit.
Why owners need to look for hybrid entrepreneurial salespeople
por Andy Gole na Sales and Marketing
Business owners are always on the prowl for the hunters, to help build their businesses. Many owners and executives observe there are lamentably few hunters, a decent number of farmers and an overabundance of maintainers. Should this be surprising? And what should we do about it?
Succession Management: More than Just a Plan
por SuccessFactors na Management and Leadership
The executive team at a North American manufacturing company sat quietly in the boardroom, wondering what the urgent meeting was all about. Team members soon found out: the companys senior engineer was leaving immediately to work for a competitor. It was a significant blow, since he was directing the implementation of a new, critically important production process. His departure could mean disrupted assembly lines, insufficient inventory levels, and delayed customer shipments.
por Howard Fletcher na Leadership
Does this sound familiar? An entrepreneurs business has evolved to be a viable economic entity experiencing rapid growth. The dynamic, driven founder has bootstrapped the operation from day-one relying principally on his or her own charisma, wits, decisiveness, energy level, industry knowledge and willingness to take chances. Now, sales are increasing, profits are modest and the company appears poised to go to the next level.
Contracting and US Government
por Jeffrey Yefsky na General and Miscellaneous
Who is happy to see 2013 end? No one is happier to put 2013 in the rear-view mirror than US Contractors.
This year saw something no one could have imagined, Sequestration, Government Shutdown and mass exits of employees. This is what I am going to refer to as the 3-legged stool.
The New Era of Wellness Programs
por Rick Dandes na Human Resources and Personnel Management
Employee wellness programs have long been advocated as a way to help organizations create a healthier workforce and face the ever-increasing challenge of controlling rising healthcare costs. And what a daunting challenge it is these days.
Three Sales Habits That Close More Business
por Colleen Stanley na Sales and Marketing
Websters dictionary defines the word habit as something that a person does in a regular and repeated way. After working with salespeople for over 20 years, I found the key differentiator between average salespeople and stellar salespeople is their daily habits.
The OODA Loop - A Decision Model That Gives You an Unfair Advantage
por Paul Christiansen na Business Planning and Strategy
John Boyd was an Air Force fighter pilot during the Korean War. He became known as "40 second Boyd" for his legendary prowess in the air. He had a standing bet with any fighter pilot who dared take him on, wherein he would allow an opponent to assume an offensive position directly on his 6 and within 40 seconds he would be on the opponents 6 in a firing position - he never lost his bet.
Wouldnt it be amazing to have this kind of unfair advantage in business?
Investing For Fun
por Richard Fogg na General and Miscellaneous
After 16 years guiding individuals, families, and business investment strategies, Ive discovered some investors think it makes sense for them to invest in a company because they like the products or services it offers.
This thought often stems from their familiarity with the famous investment principle of legendary fund manager Peter Lynch. Lynch advised to Invest in what you know, and doing so MAY make sense. After all, it can be fun and interesting to track the ups and downs of a company that makes or provides something you love.
CMOs Are From Mars, CEOs Are From Venus. What Planet Are You From?
por Lisa Nirell na Sales and Marketing
What is your current relationship with your CEO? Do you feel like a fish out of water, or are you swimming in the same direction?
If you responded fish, you are not alone. When it comes to conversations with the CEO, marketing leaders often speak Greek.
10 Common Mistakes Managers Make
por Gary Harvey na Management and Leadership
In a perfect world, managers are hopefully also leaders. Knowing how to inspire, motivate, coach and hold people accountable for their behaviors is the foundation for improving. For instance, coming from the world Im in of training salespeople and managers, promoting a top-producing salesperson to the sales manager position might seem logical, but without the skills and regular management training, the top sales producer can become a disastrous sales manager.
The Top Three Reasons Prospecting Fails
por Colleen Stanley na Sales and Marketing
Sales managers are conducting sales pipeline reviews only to discover there isnt enough in the pipeline to achieve the numbers necessary for fourth quarter results. The pipeline is either half-full or full of unqualified opportunities.
The Neuroscience of Leadership and Employee Engagement
por Michelle M. Smith na Leadership
Getting employee engagement right has always been a mixture of art and science. There are research studies, models and frameworks that are crucial to operationalizing engagement initiatives, but when dealing with the beautiful complexities of human nature, we can't underestimate the importance of the nuanced artistic touches needed to make those initiatives really click.
Stop Insulting Your Audience!
por John Bates na Personal Growth and Development
In baseball you get three strikes. In public speaking, you dont even get one. You set the tone and the audience decides whether theyre going to pay attention within seconds. If you dont have them enthralled immediately, your message will languish.
The Canterbury Sales®
por Andy Gole na Sales and Marketing
The story is familiar enough a company with a successful offering enjoys rapid growth then hits a brick wall. What happened? Could there be a selling system design error?
Many companies seek the comfort of this familiar three-legged selling stool: Strategy to drive sales, Market knowledge, and Product knowledge. But what's missing is...
por David Chancellor na Business Planning and Strategy
There was a time when succession planning was something only companies large enough to employ thousands of people did as part of an overall management development strategy. Since then screeds have been written on the evolution of succession planning, most of which points to the need for organisations to plan for the inevitable loss of key staff, irrespective of their seniority.
Strategies: Building trust in a skeptical world
por Colleen Stanley na Management and Leadership
We live in an Information Age and bad news is everywhere. There are stories about wealth managers embezzling clients money, corporate America not looking out for shareholders and the government overstepping boundaries.
The Five Most Persuasive Words in the English Language
por Gregory Ciotti na Sales and Marketing
When it comes to assembling persuasive copy, like any other construction job, you need to rely on your skills, experience, and toolbox. The toolbox of the writer is filled with words.
In defining what I believe is a critical element of crafting effective copy, Ill make my case by amending the famous quote from Animal Farm: All words are equal, but some words are more equal than others.