Sales & Marketing Management - October 2007 - (Page 3)

www.salesandmarketingmanagement.com YOUR SOURCE FOR MORE TIPS, TRENDS AND TOOLS >> EDITORIAL OFFICES (646) 654-7614 edit@salesandmarketing.com 770 Broadway, New York, NY 10003 EDITOR-IN-CHIEF MANAGING EDITOR RESEARCH EDITOR CONTRIBUTING WRITERS MICHAEL T. McCUE JEREMY COHEN NANCY LAZARUS BETSY CUMMINGS MICHELE MARCHETTI MAUREEN HREHOCIK IZABELLA IIZUKA MARIZA MOREIRA EXCLUSIVELY ON salesandmarketingmanagement.com On salesandmarketingmanagement.com, the online home of Sales & Marketing Management, you’ll find these Web-only features. Check ’em out; then send your thoughts to edit@salesandmarketing.com. scene in “Ben Hur,” hire only exceptional people who love the work if you want a profitable company with a sustainable competitive advantage. ART DEPARTMENT (646) 654-4758 ART DIRECTOR > LEARNING AUTOMATION FOR BETTER CRM What helps create loyal, productive employees? Most people would say it is the corporate culture you craft. Ask yourself this question: Are your employees fulfilled, challenged and rewarded? Many companies focus more on customers than employees, but that’s like putting the cart before the horse. WWW.SALESANDMARKETINGMANAGEMENT.COM ASSISTANT ONLINE EDITOR STACY STRACZYNSKI CIRCULATION (646) 654-7341 AUDIENCE MARKETING COORDINATOR YEWANDE AWOPETU > MARKETING LOYALTY: HOW TACTICS KILL STRATEGY Without a clearly formulated and reasonable advertising strategy, your brand has neither lasting power nor individual character. Unfortunately, this is one of the key mistakes that a great majority of modern brands make. EDITORIAL ADVISORY BOARD BRIAN TRACY STEPHEN COVEY DAMIAN THOMAS SAM REESE KEVIN WARREN Author, Speaker, Consultant Brian Tracy International Author, Speaker, Consultant FranklinCovey General Manager, Corporate Sales Leader, General Electric Chief Executive Officer Miller Heiman Senior Vice President of Sales, Xerox > HIRING AS A COMPETITIVE ADVANTAGE Unless you are casting extras for a crowd The following were among the most popular and most e-mailed stories on the S&MM site last month: MOST POPULAR STORIES > HOW TO RETAIN YOUR GEN-X WORKFORCE > MUST SEE TV: LESSONS FROM NBC’S “THE OFFICE” > THE TOP 12 PRESENTATION MISTAKES > 15 PERSONAL SKILLS YOU NEED ON THE JOB SOUND OFF! Have your opinions on today’s current sales and marketing topics heard with your very own blog entry on S&MM SoundOff. E-mail blog submissions to stacy.straczynski@nielsen.com. Include your name, e-mail, location, company and position. Be sure to title your post. KURT OPPENHEIMER Worldwide Director of Technical Sales and Support, Intel Corporation ERICA RULIFFSON KEVIN MADDEN MARK DUGGAN TARA AGEN Vice President of Sales, Oracle Vice President of Global Sales, Honeywell Building Solutions President and CEO, Nike Bauer Hockey Strategy and Business Planner for the Americas, Hewlett-Packard MOST E-MAILED STORIES > SPRINGTIME FOR GEICO: CASE STUDY > PUBLICITY FOR NONPROFITS > SALES TRAINING: THE POWER OF QUESTIONS WRITE FOR S&MM Who knows about sales and marketing management better than you, the reader? If you ever wanted to test your flair for writing, now’s the time. Share your knowledge and management expertise by writing an online exclusive article for salesandmarketingmanagement.com. E-mail your editorial submissions to stacy.straczynski@nielsen.com. Articles should be no longer than 1,000 words in length and remain vendorneutral in content. Please include a brief bio as well. BAPPA CHOUDHURY Vice President, Segment Management, Global Solutions, Siemens Medical MARY DONATO Associate Director, Institute for the Study of Business Markets, The Penn State Smeal College of Business Senior Vice President of Marketing (Ret.), Blue Cross Blue Shield BILL DIXON HERE’S WHAT READERS ARE SAYING ON THE BLOG: > THIS IS A BIT RADICAL IN THINKING. “Leaders don’t wear underpants.” It is the same thought pattern as “Who moved my cheese.” Think of underpants as exposure. How exposed is a leader when leading an organization? If there is an ethical issue pending how will that affect the leader? When looking at underpants in a literal sense it means exposure. Something to ponder—is a leader exposed or not? Additionally, what are the advantages and disadvantages of leading? 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Opt-in at our online sign-up page at www.managesmarter.com/msg/newsletter/index.jsp. www.salesandmarketingmanagement.com Single copies: (800) 821-6897 Survey permissions: Barbara Grieninger, Barbara.Grieninger@nielsen.com, (646) 654-4675, fax, (646) 654-5819 LIST RENTAL Postal: Julius Single (845) 731-2731 E-mail: Wayne Nagrowski (845) 731-3854, wayne.nagrowski@epostdirect.com OCTOBER 2007 SALES&MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://marketingmanagement.com http://www.salesandmarketingmanagement.com http://WWW.SALESANDMARKETINGMANAGEMENT.COM http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.managesmarter.com/msg/newsletter/index.jsp http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - October 2007

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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