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28th September 2009
Communication with employees is often the first thing to drop off when a company is struggling to survive in a bad economy. This avoidance can affect overall company performance for a number of reasons. Employee stress must be recognized and dealt with, o... Read >
Author: Wendy Mack25th September 2009
THG Sports clients once again gave high marks to the company’s executive hospitality during the recent European swing of the Formula One circuit, with a majority renewing contracts immediately for 2010 F1 relating events, including the just-announced re... Read >
Author: Jon Stromberg17th September 2009
If you're reading this in confusion, wondering just what a resume title is, then you're in the right place.
Resume titles (or headlines) have replaced the objective statements of years past by giving employers the exact job type that you're seeking--al... Read >
Author: Laura Smith-Proulx15th September 2009
Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though... Read >
Author: Sam Manfer08th September 2009
IYesterday, I delivered a keynote speech for a Fortune 500 company that, in the mid-1990s, was slammed with a high-profile class-action lawsuit alleging discrimination against 45,000 female employees. The suit said the company denied them equal pay, manag... Read >
Author: Fawn Germer07th September 2009
I have been covering the Automobile After-Market for nearly 25 years. It’s a rare gem to find a company like FLKI and profit from the opportunity of the present.
As the markets seem to be giving some up, I have been eyeballing possible buys in my are... Read >
Author: jdavid03rd September 2009
It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you?
In business, networking... Read >
Author: wbdoyle17th August 2009
As more CEOs are looking globally to grow their businesses in an ever-challenging marketplace, they are seeking new avenues to extend their relationships and reach in many countries-a trend that mirrors THG's experience offering hospitality packages acros... Read >
Author: JonStromberg16th August 2009
THG North America has developed a new division based in Toronto to leverage the company's 20 years of experience providing C-level hospitality during professional golf's signature event, the Masters Tournament, says THG CEO Jon Stromberg.
"With more C-... Read >
Author: JonStromberg10th August 2009
THG North America has developed a new division based in Toronto to leverage the company's 20 years of experience providing C-level hospitality during professional golf's signature event, the Masters Tournament, says THG CEO Jon Stromberg.
"With more C-... Read >
Author: JonStromberg31st July 2009
As more CEOs are looking globally to grow their businesses in an ever-challenging marketplace, they are seeking new avenues to extend their relationships and reach in many countries-a trend that mirrors THG's experience offering hospitality packages acros... Read >
Author: JonStromberg25th July 2009
CEO Jon Stromberg: THG To Expand Sports Internship ProgramFollowing glowing results from this summer, THG CEO Jon Stromberg announces the company's internship program selected for Chicago, San Diego and Montreal offices has proved a success-paving the way... Read >
Author: JonStromberg16th July 2009
Large accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs.
Two points of cla... Read >
Author: Sam Manfer08th July 2009
Part I, Active Networking
For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each ot... Read >
Author: Sam Manfer28th June 2009
Quality leads, especially those of C-level executives, generate sales. These leads will come as the result of effective passive and active marketing.
Part I -- Passive Marketing
Since we live in an Internet world, if you don't have Internet presen... Read >
Author: Sam Manfer15th May 2009
Using ERP financial software can help you organisation with a lot of things. This software can provide an amazing financial analysis, which can help with the development of different business plans and budgets.
The ERP financial software can help you w... Read >
Author: Antje Wilmer21st April 2009
It’s no secret that travel programs are under scrutiny. The second- or third-largest expense at many companies, travel for many senior executives now appears ready for pruning.
But don’t be too fast in cutting away solid branches of travel, advises... Read >
Author: Barry Williams21st April 2009
In today’s increasingly complex global business environment, the sales management process in the freight forwarding industry requires a vigorous new level of professionalism to be effective.
Unlike days gone past, the sales process within the freigh... Read >
Author: Rahul Rungta21st April 2009
In today’s increasingly complex global business environment, the sales management process in the freight forwarding industry requires a vigorous new level of professionalism to be effective.
Unlike days gone past, the sales process within the freigh... Read >
Author: Rahul Rungta09th April 2009
Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is... Read >
Author: Sam Manfer07th April 2009
This is the first in a series of posts that I will be making to offer my reflections on The SES (Search Engine Strategies) Conference in New York last week. The 3 day agenda included 5 tracks of presentations and discussions as follows:
* Search & ... Read >
Author: Mel Joelle02nd April 2009
There’s a swanky work event coming up and the boss has made it clear that attendance is mandatory. Most of your colleagues and clients who will be attending it are married. No one expects you to fly solo, so bringing a date to the big event is imperativ... Read >
Author: Steve11th March 2009
In this article we will explore best practices to create different groups in your organization and align them to successfully manage and execute BPO projects that meet your company’s strategic goals.
1. Organization Changes
First you should make orga... Read >
Author: Max10th March 2009
Are you searching for information related to high speed data acquisition or other information somehow related to load cells, or video data acquisition? If yes, this article will give you helpful insights related to high speed data acquisition and even som... Read >
Author: deepak kulkarni10th March 2009
As you devour this article, remember that the rest of it contains valuable information related to PC based data acquisition systems and in some way related to Win Daq, measurement computing data acquisition, Win Daq data acquisition or high speed data acq... Read >
Author: deepak kulkarni02nd March 2009
Copyright (c) 2009 Schauffler Associates LLC
Many C-level leaders are looking into the idea of starting an online home business these days. While some think that you can simply put up a website, send some emails out and generate customers, there are a... Read >
20th February 2009
Recent survey on marketing strategies (when asked from marketing professionals, authors, consultants and small business owners) states that minimum number of sales people are required to supply the required marketing intelligence and cost involved in main... Read >
Author: Ashwani Saini20th February 2009
Recent survey on marketing strategies (when asked from marketing professionals, authors, consultants and small business owners) states that minimum number of sales people are required to supply the required marketing intelligence and cost involved in main... Read >
Author: Ashwani Saini07th January 2009
Question: Would you be interested in an executive job search system that would guarantee feedback so you can improve your results?
Answer: Of course you would.
In this article, I share with you the top three mistakes every $100K+ executive makes w... Read >
Author: Karen Armon01st December 2008
A recent survey conducted by research firm, MarketingSherpa, found that business-to-business marketers are shifting from offline to online marketing programs in record numbers.
This is a good move.
In most B2B situations, online lead generation wil... Read >
Author: Susan Tatum22nd October 2008
Gene Gander, Vice President of Sales for CargoWise® edi, a leading provider of integrated international supply chain logistics management systems, suggests that in today’s increasingly complex global business environment, the sales management process i... Read >
Author: Rahul Rungta06th October 2008
There are thousands of live-bait anglers, who are excellent sportsmen, but the fly fisherman can practice better conservation from the beginning.
Basically, fly fishing is not only one of the fastest growing sports; it is one of the foremost forms of ... Read >
Author: Jed Segal26th September 2008
Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants... Read >
Author: Sam Manfer26th September 2008
Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants... Read >
Author: Sam Manfer17th September 2008
Recent survey on marketing strategies (when asked from marketing professionals, authors, consultants and small business owners) states that minimum number of sales people are required to supply the required marketing intelligence and cost involved in main... Read >
Author: SUNIL KUMAR16th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce... Read >
Author: Sam Manfer10th September 2008
In the coming years, the workforce will undergo the most dramatic changes it has experienced in more than half a century. Understanding that people costs account for some 65 percent of corporate spending, and that workforce optimization has a direct impac... Read >
Author: Steve Frey09th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce... Read >
Author: Sam Manfer09th September 2008
For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.
The right executives are the profit-ce... Read >
Author: Sam Manfer03rd September 2008
Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives.
So this five... Read >
Author: Sam Manfer02nd September 2008
Professional Project Management is becoming more pervasive, much like "electrification" did during the era of proliferation of electricity. "Projectization" is occurring throughout the workforce and organizations worldwide. Most of the emphasis I have se... Read >
Author: jreiling99922nd August 2008
The biggest handicap to increasing market share is the inordinate amount of time that sales people spend cold calling trying to get into new accounts. This is tough duty. It’s tough because there are no relationships to leverage for information and up... Read >
Author: Sam Manfer15th August 2008
Tech Job Cuts Forecast for 2009
One reason for the low priorities of grid computing, open source software, and cloud computing may be that CIOs (from: http://www.office-products-suppliers.com/d-p9475383-Prego_CIO/)and business executives don't unders... Read >
Author: sws13th August 2008
C-Level Executives have an important stake in the online business performance of their company websites. However, CEOs, COOs, CFO’s and other top execs are no different than any other top executives and business owners when it comes to their website an... Read >
Author: Chris Carter07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really... Read >
Author: Sam Manfer07th July 2008
I just read a blog from a sales expert that I respect highly. He is on a board to select the Sales Person of the Year Award for an association. So he commented on account managers vs. sales people. His conclusion was that account managers are not really... Read >
Author: Sam Manfer27th June 2008
Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.
Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer... Read >
Author: Sam Manfer25th June 2008
Even if you're not looking for a job right now, it might be time to consider starting your own blog.
I've been reading Naked Conversations by Robert Scoble and Shel Israel, and it's got advice that's helpful not just to businesses, but to professionals... Read >
Author: Allen Voivod20th June 2008
The New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new ... Read >
Author: Sam Manfer20th June 2008
The New Account Syndrome
The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new ... Read >
Author: Sam Manfer13th June 2008
C-Level relationship selling is simple and more effective than any other strategy, tactic or selling technique once you learn the process. However, if you don’t know how to do it, it can be like cold calling in the sense that it’s intimidating, fraug... Read >
Author: Sam Manfer13th June 2008
C-Level relationship selling is simple and more effective than any other strategy, tactic or selling technique once you learn the process. However, if you don’t know how to do it, it can be like cold calling in the sense that it’s intimidating, fraug... Read >
Author: Sam Manfer21st May 2008
Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services.
Based on the options above, the chances of success for making more sales are:
• ... Read >
Author: Sam Manfer21st May 2008
Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services.
Based on the options above, the chances of success for making more sales are:
• ... Read >
Author: Sam Manfer29th April 2008
The Customer Relationship Management (CRM) and sales process for freight and logistics is considerably more complex in today’s dynamic global business environment than it has been in the past. For instance, the buying decision has moved from the shippin... Read >
Author: Rahul Rungta09th April 2008
The time is now. The opportunity: assess the image that many dozens of folks with whom you interface judge you. You might not care about their opinion, but why not consider nonetheless upgrading your personal image. You certainly wouldn't want it to h... Read >
Author: Ann Golden Eglé02nd April 2008
These Four Things Will Make Your Direct Marketing Successful
© 2005 Al Lautenslager
Direct marketing is built on four things. The other way to look at it is that when you think direct marketing is not working only one of four things can be wr... Read >
Author: arana30th January 2008
Unless you’ve been living under a rock for the last several years you’ve heard of weblogs or blogs. Today the blogosphere is gigantic. There’s a blog for everyone including politicians, stay at home moms, and entrepreneurs. As acceptance of blogging... Read >
Author: Lynne Genster22nd August 2007
The tools laid out in Mark Kuta’s "Think Like a CEO" will provide you with the analysis you will need to cover most of the cases you find yourself in front of. These are the financial metrics that you should know like the back of your hand. Remember th... Read >
Author: Howard Giske22nd August 2007
Let’s face it, when you are selling another company software or mechanical equipment, you are not going to generally be dealing with the leading executive, especially in a company of over 500 employees. Mark Kuta’s book, "Think Like a CEO" gives... Read >
Author: Howard Giske22nd August 2007
If you want to eat steak and not processed meats, you have to be able to get yourself to think like a CEO, even though you have to talk to a C-level executive. You make the sale by having the big picture of the company that you’re dealing with. To do ... Read >
Author: Howard Giske22nd August 2007
Understanding the mind of the CEO is not super difficult. If you do you research on the company that you are selling to, it can make a big difference. Then you know what to look for when you get to see the company’s physical plant. Look at a small gr... Read >
Author: Howard Giske01st August 2007
With the escalating problem of phishing attacks and increasingly sophisticated scams such as pharming giving IT departments everywhere headaches, the threat to domain name servers really shouldn't be underestimated. However much defensive strategies conti... Read >
Author: Pennimus31st July 2007
Internet marketing is the art of advertising your business on the Internet through an easily navigated, easily understood and easily found website. The objective of Internet marketing is to appear on top in all major search engines lists, create a niche f... Read >
Author: Stephen Jhonson23rd July 2007
At a recent Internet marketing seminar, I was sitting around the hotel lobby with approximately 20 other seminar attendees and speakers. The seminar's host was in attendance, and the conversation covered a range of internet marketing topics with extreme ... Read >
Author: Willie Crawford06th February 2007
Most commonly, people use live baits for fishing. These anglers are excellent sportsmen themselves, but when it comes to conservation of natural resources, the fly fisherman can easily outperform them.
Basically, fly fishing is not only one of the fast... Read >
Author: John Tiger13th July 2006
Copyright 2006 Dennis Sommer
Are you ready to take over a leadership role in your organization ? You probably feel comfortable with your industry, managing staff, technology, and political culture at this point. But, have you developed and fined tuned ... Read >
Author: Dennis Sommer21st May 2006
Do you have an unreasonable boss? An unreasonable client? (An unreasonable spouse :) )
If you do, here's an approach for responding when they make unreasonable demands of you.
It's actually based on some advice I recently gave to a good friend of mi... Read >
Author: Anna Johnson01st February 2006
It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you?
In business, networking... Read >
Author: Jeffery Glaze04th October 2005
Why Performance-Based Recruiting Produces Top Sales Performers Copyright 2005 Alan Rigg 80/20 Performance http://www.8020performance.com
Many recruiting ads and job descriptions include "knockout
factors" that can actually screen out QUALIFIED ... Read >
Author: Alan Rigg02nd August 2005
Is your marketing department taking advantage of MOM and MRM? Do you have BAM and DAM systems in place? Do you know how to measure NPV? Do you even know what I'm talking about?
If so, you may not be a "Quant" (a marketing scientist or specialist in ma... Read >
Author: Gary Katz
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