Sales & Marketing Management - October 2007 - (Page 2)

Departments 4 Editor’s Letter 5 Management Strategies with Brian Tracy the Pitch 7 8 Why prospecting gets no respect. Sales Strategy Spotlight your services • Finding strength in numbers • Sticking out • Selling across generation gaps. 10 Marketing A social intelligence primer • La-Z-Boy gets modern • Making sales and marketing teams play nice • Optimize mobile marketing. 12 Management Steer your team to success • Are you reaching clients? • Resolving quota disputes • How to ruin a sales force. 14 Motivation/Incentives The no-pain way to gain • Your employees want holiday gift cards. 15 Training Looking for yesterday’s learning or tomorrow’s? • A skill set sampler. 16 Technology Get trade show satisfaction with the Video Massage Chair • Painlessly backing up your PC’s hard drive. Travel 33 35 Overseas aggravation • The Samsung U3 • Spotlight on Seattle • Southern hospitality at its finest. Gadgets & Gear Pen and ink as an art form. Shelf Life 36 37 Books that improve strategic thinking, people skills and sales. One Foot Out the Door. the Closer 38 39 Work/Life Calling in the fitness cavalry. Take-Aways Bite-size strategies to help you sell more, market smarter and manage better. VOL. 159, NO. 8 Sales & Marketing Management (ISSN 0163-7517) (USPS 0482-570) is published monthly, except bimonthly in Jan/Feb, Jul/Aug, and Nov/Dec by Nielsen Business Media, Inc., 770 Broadway, New York, NY 100039595. Canada Post Publications Mail Agreement No. 40031729. Return undeliverable Canadian addresses to: Deutsche Post Global Mail, 4960-2 Walker Road, Windsor, ON N9A 6J3. Telephone: 646-654-4500. Copyright 2007 by Nielsen Business Media, Inc. All rights reserved. Subscriptions in the U.S. and its possessions, $48. Canada, $67 (U.S.). Foreign, $146 (U.S.). Allow 4 to 6 weeks for first issue to arrive. Periodicals postage paid at New York, NY, and additional mailing offices. Postmaster: Send address corrections to Sales & Marketing Management, Subscription Service Department, PO Box 15698, North Hollywood, CA 91615-9499. Authorization to photocopy items for internal or personal use, or the internal personal use of specific clients, is granted by Sales & Marketing Management for libraries and other users registered with the Copyright Clearance Center (CCC) Transactional Reporting Service, provided that the base fee of $3 per copy is paid directly to CCC, 21 Congress St., Salem, MA 01970. (0273-9313/81 $3). This permission does not apply to the annual Survey of Buying Power, nor does it extend to other kinds of copying, such as for general distribution, resale, advertising/promotional purposes, or creating new collective works. Special requests should be addressed to the permissions editor at Sales & Marketing Management. Canadian GST No. R129442109. Printed in the USA. 2 SALES&MARKETING MANAGEMENT OCTOBER 2007 www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com

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Sales & Marketing Management - October 2007 Contents Editor’s Letter Management Strategies Why Prospecting Gets No Respect Sales Strategy: Spotlight your Services Marketing: A Social Intelligence Primer Management: Steer your Team to Success Motivation/Incentives: The No-Pain Way to Gain Training: Looking for Yesterday’s Learning or Tomorrow’s? Technology: Get Trade Show Satisfaction with the Video Massage Focusing on SMB Solutions The Best Sales Force The Hottest Job Industries Overseas Aggravation Gadgets & Gear: Pen and Ink as an Art Form Books that Improve Strategic Thinking, People Skills and Sales One Foot Out the Door Work/Life: Calling in the Fitness Cavalry. Take-Aways: Bite-size Strategies to Help You Sell More, Market Smarter and Manage Better

Sales & Marketing Management - October 2007

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