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Sales & Marketing Management Magazine
Sales and Marketing Management




Features
Return to the Customer With CRM
Whether you call it an uncertain economy, a down economy, or a recession, one thing is definite: buyer behavior is quite a bit different from what it was a year ago. Both consumers and businesses are more cautious about how much they're spending and what they're spending on. They're no longer making luxury purchases and are scrutinizing every cost, as well as demanding a faster ROI.
Below The Topline: The United States in 2020 A Very Different Place
While the World is struggling with the economic hard times of late, the future poses a new set of challenges that do not stem from arcane financial investments, but from simple demographics. An aging population, a declining birth rate, and growing ethnic diversity will change the face and the spending behavior of consumers in the U.S. Gaining share among population groups that most marketers do not reach today—older and ethnic consumers—will require shifts in focus, tactics, and products.
Banks Face Image Crisis
If a withdrawal of public esteem were enough to leave banks insolvent, the financial system would be in even deeper trouble than it is these days. Americans have traditionally thought well of banks and bankers. Events of the past year have seriously weakened that tendency, though, presenting the industry with marketing challenges that can't be resolved by the old expedient of handing out toasters.
Cost Savings Innovation in a Downturn
Based on an examination of over 100 client engagements related to cost innovation conducted over the past five years, Nielsen illuminates the right way to navigate this challenge and highlights important principles to adhere to in embracing the risks and rewards of downsizing, upsizing, changing the package material, and making product reformulations.
Rental Renaissance: How Trade Show Exhibitors Win on Display Options
Over the past few years, there has been a dramatic increase in the demand for exhibit rentals. One of the primary drivers behind this evolution has been the need for exhibitors to reduce their trade show spending without jeopardizing impact.
Six Smart Tactics for Dealing with the Stalled Economy
This is no time for business as usual! To keep the customer and win the sale, the marketer has to outmaneuver the competition. But how do you motivate your customers to spend their marginal purchasing dollars on your product instead of the competition's?


COLUMNS
Marketing Lowdown: The Free Lunch Does Exist
Today, in this increasingly digital economy, "free" really means free. Maybe somebody has to pay, but it's seldom you. You won't see Yahoo! or Wikipedia showing up on your credit card bill. How do you pay? With your time and attention.
Engaging Prospects, Growing Clients: Turning Contacts into Champions
During a sales cycle, we're not always around to influence the buying team. Most of the selling is done internally behind closed doors. But even this doesn't happen if we don't get someone passionate about our help.
Branding to Break Away: How Client Perspectives Can Help Your Brand
Senior leaders can walk down the halls and ask their people how their company is perceived. But is an internal perspective the best guide for how the outside world views your company? There is a tremendously valuable, untapped resource to help you learn some of the best insights about your company: your clients.
Global Issues: Ensuring Overseas Meeting Security
One merely has to be reminded of the large number of executives victimized by acts of crime and political violence to understand the importance of conducting safe international conferences. If you're tasked with planning international meetings, or planning to attending one, several issues are of paramount importance.


NEWS & STRATEGY
Who's News in Sales and marketing
A weekly round-up of the latest promotions and executive appointments.
Survey: Healthy Snacks Hard to Find in Workplace
Employees want more healthy options, produce selections
Consumers Lean on Loyalty
Participation in retail loyalty programs increases, especially among Millennials, as consumers look for savings.
Survey: Gays, Lesbians More Likely to Make Tech Purchases
With this sector's buying power topping $800 billion, marketers had best take note.


EVENTS & PRODUCTS
New Data Loss Prevention Solution Offers Management Simplicity
New product from Trend Micro delivers protection through new Active Update service and includes fingerprinting technology for enhanced performance.
Recession Strategies: How to Get the Most Out of Your Sales Staff
Join Sales and Marketing Management on April 23rd at 2 p.m. EST for this live, interactive Web Seminar.
Training Call for Proposals
Training magazine is currently accepting proposals for Training 2010 Conference & Expo (Feb 1-3, San Diego, CA).
Exclusive March Webinars for Salesbuzz Premier Members
Online courses designed to help telesales professionals close more deals, faster.




What's new on ManageSmarter.com



Top Manage Smarter Stories
The Danger of Over-Valuing Smart, Talented People
July 03, 2009
Who's News in Sales and marketing
July 03, 2009
Clues and Blueprints—Cool Tools for Training Pros
July 02, 2009

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Our Editor Suggests
Survey: Healthy Snacks Hard to Find in Workplace
July 02, 2009 Employees want more healthy options, produce selections
Consumers Lean on Loyalty
July 02, 2009 Participation in retail loyalty programs increases, especially among Millennials, as consumers look for savings.

  
Driving Results Through Social Networks
June 29, 2009 How top organizations leverage networks for performance and growth. (Jossey-Bass, $19.77)


A Seat at the Table
May 05, 2009 How Top Salespeople Connect and Drive Decisions at the Executive Level (Greenleaf, $19.95)



  
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