|
|
|
 | 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.
|
|
| SALES STRATEGY |
 | 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.
|
|
| MARKETING STRATEGY |
 | 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.
|
|
| 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.
|
 | 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.
|
|
| 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.
|
|
| MEETINGS |
 | 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.
|
|
| 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!
|
|
| EXPERT VOICES |
 | Smart Management: The Compensation Paradox
May 06, 2008 How much to pay salespeople is a common challenge for management. Fortunately, it's one that can be solved through some simple principles, including rules for setting the right pay levels for outstanding performers.
|
 | Smart Marketing: I Am Spam
March 28, 2008 At the beginning of each year, we conduct our annual e-mail responsiveness survey. Our survey is based in the notion that every customer, at one time, sends an e-mail to a corporation with a customer service question.
|
|
| THE CLOSER |
 | Plugging Drains, Sealing Leaks: Stop Caving to Customer Pressure
March 28, 2008 Purchasing managers in business markets are becoming increasingly sophisticated in their strategies and tactics. Increasingly held accountable for reducing costs, purchasing and other customer managers don't have the luxury of simply believing suppliers' claims of cost savings.
|
|
| Online News & Features |
It Ain't Easy Being the Boss
June 30, 2008 America's top companies have been investing in new efforts to retain their executives. Are their efforts paying off?
|
|
|
|
|
|
 | Relevance
July 03, 2008 Hitting Your Goals By Knowing What Matters (Jossey-Bass, $27.95)
|
|
|
| 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.
|
| 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.
|
|
|
RSS