Sales and Marketing Best Practices for B2B Revenue

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RAISE YOUR SOCIAL VOICE ... or ELSE!!!

BIG Rewards await those who are outspoken, relevant, trustworthy, and willing to contribute...

Aim: Assist professionals and/or businesses that are resisting Social Media to see why embracing it now to develop social relevance, monitor market conversations, and potentially develop social communities is critical in establishing or maintaining competitive advantage.

I spend a great deal of time thinking, writing, and speaking about how to apply innovat… Continue

Added by Vaughn Rachal on February 23, 2010 at 11:30pm — No Comments

Choosing How Best To Communicate…

When attempting to generate action your communication method can make a huge difference in producing the desired outcome and in producing peace of mind! On Monday, I had a conversation with a fairly successful entrepreneur who was attempting to get a company to move forward with an opportunity he was promot… Continue

Added by Vaughn Rachal on January 31, 2010 at 8:11pm — 1 Comment

Announcing the “Essential” Marketing Automation Handbook

Genius.com has announced the publication of The Essential Marketing Automation Handbook: A How-To Guide for B2B Marketers. Written by noted lead nurturing authority and eMarketing Strategies for the Complex Sale author Ardath Albee, the book outlines the 15 essentials of lead nu… Continue

Added by Barbra Gago on December 9, 2009 at 9:16pm — No Comments

The Ten Commandments for Achieving Excellence in Business and Life

I. Build Your Self Esteem –Successful people know that, building their mind, exercising their body, growing their skills and intellect provides them with layers of protection against failure in life, relationships and business. They are more confident, more hopeful and people are drawn to them by this healthy dose of self esteem II. Set demanding Goals – A muscle doesn’t grow without resistance. Successful individuals realize that to grow financially, spiritua… Continue

Added by Lee Novak on December 1, 2009 at 4:30pm — No Comments

The Cure When the Stench of Bad Customer Service Occurs

Dear Lee, One of my best accounts whom I’ve done business with for years informed me that they plan to leave us because of the frustration they’ve experienced with my company. At issue are numerous problems related to accounting/billing and support related items. Any thoughts you could give me on strategies to gain back their confidence? Becca C. Dear Becca, The other day my daughter called me in a panic because she had run out of gas on a busy highway. As any Father would, I immediately s… Continue

Added by Lee Novak on November 29, 2009 at 9:30pm — No Comments

IBM's Global CIO Study

Recently, IBM announced their 2009 study on CIOs and their issues. CIOs discussed today's business challenges and how they are contributing to growing profits for their companies. This was based on over 2,500 CIOs from 15 industries in 75 countries. CIOs' roles and priorities can change and they need to be able to adapt.

… Continue

Added by John Ryan on November 12, 2009 at 12:30pm — No Comments

A Sales Success Story - Overcoming the Price Objection

A few years ago, I was asked by one of my best sales executives to assist in salvaging a large contract with an Arizona client. The Sales Executive and his team had performed extensive business analytics, developed strong support from the client’s management team and had even received a verbal approval from the key decision maker, Mr. C. However, at the last minute, Mr. C. cancelled what was to be the closing meeting for this nearly 2MM contract. During my "salvage" meeting with Mr. C. he shar… Continue

Added by Lee Novak on November 7, 2009 at 2:38am — 1 Comment

Something to Think About: Ideas for Today's Business Leaders

Fueling Innovation! I have been emphasizing the importance of developing an environment of innovation and collaboration in business today. But what about the up-and-coming innovators―the business professionals of tomorrow? I recently read the latest issue of the “Baylor Business Review ” and noticed, to my delight, that the whole publication was devoted to the topic of innovation. This reinforces its importance, but also widens the context of what innovation is, and/or could be! During the las… Continue

Added by Chris Howard on October 14, 2009 at 12:42pm — No Comments

The True Cost of Not Making a Buying Decision

Dear Lee, Today, after a six month sales cycle that included extensive relationship building, expensive marketing strategies and a detailed return on investment analysis that revealed a monthly savings of $13,347 per month (net after the expense of my new proposal), the client shared that she was inclined to delay the decision by twelve months! Her reasoning? She feels that she can get a better deal when her contract comes to end of term. I am so frustrated and angry! I’ve neglected other clien… Continue

Added by Lee Novak on October 14, 2009 at 12:30pm — No Comments

Are You Feeling Redlined?

We've been here before When I started my high technology career in 1982, we had an unemployment rate of 10%. Doesn’t this sound familiar? It was a brave new time in computing and no one was even sure where it was all going. Doesn’t this also sound familiar? I probably didn’t realize it at the time since I was happy to get a paycheck and I was young, but relatively speaking, it was a tough market for employees. I was consistently working intense 60-hour weeks, my guess is that sounds all… Continue

Added by John Ryan on October 14, 2009 at 8:00am — No Comments

New Federal IT Investment Performance Dashboard

A new web site enabling agencies and the public to review the detailed financial performance of federal IT investments using dashboards. The home page offers a quick glance into the overall investment portfolio while also allowing you to go deeper into specific IT investments. The site has enabled easy sharing of information as well as provided recent news and updates. The menu system is set up so the user can go into specific areas on the… Continue

Added by John Ryan on September 28, 2009 at 10:30am — No Comments

Motivating Innovation Through IT

Our recent studies on innovation and collaboration highlight the importance of embracing change to stay in the game and to add value. Looking back at corporate evolution in just the last ten years, can’t progress be tracked by developments in information technology (IT)? Aren’t we in the Web 2.0 age now? Advances in technology are an important driver of innovation, and companies should explore ways to get the most out of IT developments to strengthen their growth. In a report from the Global Te… Continue

Added by Chris Howard on September 24, 2009 at 7:47pm — No Comments

Catch the Joy of a Wilson Football in Business or Life

It’s time for football in America and we all know that football is the most popular sport in the country. Research shows it’s far more popular than baseball, 43% say it’s their favorite sport vs. 12% for second place baseball. The NFL is a slick marketing juggernaut and college football is full of players that may never play in the NFL that are simply amazing athletes to watch.

… Continue

Added by John Ryan on September 24, 2009 at 7:00am — No Comments

All 7 Martial Arts Lessons that You can Apply to Business

Over the last few weeks, I presented a lesson or two a week for my readers. For your convenience, here are all seven of the martial arts lessons that I believe you can apply to business: Lesson One: Laying a Foundation – Hapkido is a building program that relies on previous steps along the way to put you in the position to learn the nuances. The thing that frustrates people in training is that if you don’t know the fundamentals and haven’t laid a foundation, you will never master the pow… Continue

Added by John Ryan on September 20, 2009 at 7:30pm — No Comments

The Science of a Team

During a speaking engagement to a Fortune 500 company I told the story of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier. The health issue came about very suddenly and consequently, the Sales Manager was faced with the daunting prospect of, finding the right team of specialists who could treat his condition and perform the life saving operation. Thankfully, the Sales… Continue

Added by Lee Novak on September 20, 2009 at 12:29am — No Comments

Business Martial Arts Lesson – Nail Your Foot to the Floor

This is Lesson No. 7 of a Continuing Series on How Martial Arts Skills can be Applied to Business Keep your energy centered – In Hapkido, one of your main thoughts is to stay centered on your energy. In the word Hapkido itself is the word "ki" which is your vital energy. Your ki or energy plus your natural body weight is difficult to for an unskilled opponent to overcome if you are trained on how to use it properly. When an opponent drives at you with uncontrolled energy or sometimes rag… Continue

Added by John Ryan on September 6, 2009 at 5:00pm — No Comments

The Ten Attributes of the Magnetic Sales Professional

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful… Continue

Added by Lee Novak on September 6, 2009 at 3:30am — No Comments

Technology's Embrace

It has been an interesting year for me. I have spent a good amount of time with the next generation of business leaders, as well as with some very tech-savvy consultants and analysts. Intrigued by technology and the ideas for its use that have come from this engagement, I have been trying to convert this learning experience into action. I suspect that I am typical of the “tail-end of the boomer generation,” having spent my entire technology career in a leadership role. Even though I have been… Continue

Added by Chris Howard on September 1, 2009 at 7:37pm — No Comments

Marketo's Lead Nurturing Guide

Marketo is a thought leader in the category of marketing automation. They are a fast-growing organization in what is still a nascent market. If you are involved in marketing or sales execution, this is a good guide to get the benefits out of the nurturing process. You can also visit the web page for the Lead Nurturing Guide to download… Continue

Added by John Ryan on August 28, 2009 at 2:30pm — No Comments

Business Martial Arts Lesson – It will take you twenty times to learn this move

This is Lesson No. 6 of a Continuing Series on How Martial Arts Skills can be Applied to Business It will take you twenty times to learn this move – New students come into class and see all of the Hapkido techniques on sheets on the wall. The list is intimidating to say the least. Korean terminology, foundational moves, nuanced techniques and sometimes small notes written in pen on top of the typed sheets. White belts get very impatient because they want to be as fast as the higher belts… Continue

Added by John Ryan on August 28, 2009 at 7:00am — No Comments

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