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 | Be a Value Merchant
May 06, 2008 A value merchant recognizes the supplier's own costs and the market offering's value to the customer and works to obtain a fair return for both the supplier firm and customer firm.
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| SALES STRATEGY |
A Better Way to Generate Leads
July 14, 2008 Whether it be an insurance agency, financial institution, advertising agency, manufacturing firm, law firm or other business, your organization may not be as well-equipped to generate lifeblood leads as you think.
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 | The Forgotten Element: Mixing Communications
May 06, 2008 A focus on the top-line should be top-of-mind when designing integrated marketing communication programs. Unfortunately, the sales function is often an afterthought in many marcom campaigns undertaken by B2B and B2C marketers today.
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| MARKETING STRATEGY |
Communication Breakdown
July 14, 2008 It's a sad-but-true fact: Far too often, salespeople aren't sufficiently involved in the situations and decisions that affect their customers.
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 | Escaping the Trade Show Money Pit
March 28, 2008 More business technology marketers use trade shows to generate leads than any other marketing tactic. According to a 2007 CMP survey, over 75% of respondents use trade shows for this purpose. Yet the inability to generate enough leads for the sales force is the biggest problem these marketers face.
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| MANAGEMENT |
 | Keeping Your Cool
May 06, 2008 Making good decisions is tough enough when things are going well, so adding a recession to the mix can make a job that was previously difficult truly excruciating.
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 | Secrets to a Successful Comp Plan
March 28, 2008 A good compensation plan doesn't start with cold, hard figures, says Dave Stein, the CEO of ES Research in West Tisbury, Mass. Rather, it all starts with having—and then keeping—the right people.
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| MOTIVATION AND INCENTIVES |
 | Performance: It's in the Cards
March 28, 2008 Employees get paid salaries and commissions to do their jobs, but in many circumstances, that's not enough to encourage specific behaviors today.
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| MEETINGS |
On the Road: Jacksonville
July 14, 2008 Pastels and palm trees not really your thing? Don't go writing off a trip to the Sunshine State just yet.
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 | An Uneasy Mix for Travel Booking
March 28, 2008 Companies with a long history of using self-booking tools are finding it harder to integrate them with expense management systems than late adopters.
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| TRAINING |
 | Compensate to Motivate
July 14, 2008 No question, channeling the energy of a sales team can be a challenging endeavor. But here's an incontestable fact: How you compensate your reps determines where they invest their time and the results you get.
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| TECHNOLOGY |
 | Not Your Father's Presentation
March 28, 2008 The person who's never slept through a presentation may cast the first stone—maybe that ought to wake up the guy snoring in the fifth row!
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| EXPERT VOICES |
 | Smart Sales: Powering Through the Recession
July 14, 2008 There's plenty of disagreement over how best to label what's going on here in the U.S. Well, I'm no economist, but let's not split hairs: We're presently in a recession.
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 | Smart Marketing: The Customer's Voice
July 14, 2008 I am convinced the thing we understand least about mobile marketing is the individual actually holding the cell phone in his hand. I'm equally convinced we need this knowledge if we're going to make mobile work, just like the rest of the world has.
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| Online News & Features |
Prospecting: Working Smarter, Not Harder
July 25, 2008 Forget about the old-fashioned idea that some people are "born salesmen." To successfully sell building products, you need to learn the science behind the sale.
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 | The Sales Dodo: What Is Leadership?
July 24, 2008 People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
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The Sales Clinic: Three Fatal Follow-up Mistakes
July 22, 2008 Is your team's follow-up call strategy costing you valuable business? Here are a few habitual mistakes that you'll want to nip in the bud if your team is to successfully gain wins from their follow-up calls.
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 | Editor's Letter: Survey says: Ding! Knowledge is power
July 14, 2008 Knowing where and when to fight is as important as the weapons themselves, and that explains why those of us here at Sales & Marketing Management are so excited about the return of the annual Survey of Buying Power.
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 | The Taboos of Leadership
July 24, 2008 The 10 Secrets No One Will Tell you about Leaders and What They Really Think (Wiley, $24.95)
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 | Herd
July 22, 2008 How to Change Mass Behaviour By Harnessing Our True Nature (John Wiley & Sons, $21.86)
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| destinationCRM 2008
August 18 -
August 20, 2008
Marriott Marquis Times Square NYC
New York, NY
destinationCRM returns to New York City with its third annual conference in August 2008. Organized by CRM magazine, destinationCRM is quickly gaining recognition as both a valuable networking opportunity for top CRM executives and an excellent learning experience for top-level professionals involved in CRM purchasing decisions.
Register for a free expo pass or full-conference access at www.destinationcrm.com.
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| 2nd Annual Brand Building For Banks & Financial Services Conference
Sept. 08 -
Sept. 09, 2008
Chicago
, IL
With hundreds of financial institutions across North America and similar product offerings rolling out every day, consumers find themselves choosing banking services with nothing more than a gut feeling about a particular brand. In a world where similar bank services are extremely ubiquitous, how can one bank compete with another for customers? The struggle for uniqueness comes with an economic downturn in 2008. The credit crunch coupled with the wave of bank conglomerates will produce an environment in which branding executives will have to prioritize in order to keep their missions on track, their marketing budgets in line, and their customers confident.
This premium marcus evans event will explore how to build brand strength through knowledgeable, executive-level speakers, and cutting-edge topics to stay ahead of the competition and increase sales revenues.
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