Sales & Marketing Management - November/December 2007 - (Page 2)

Departments 4 Editor’s Letter 6 Management Strategies with Eric Peters the Pitch 8 10 What “Tell me more,” really means. Sales Strategy A carrot that works • A little legwork goes a long way • Super-size it • Redefining negotiation. 12 Marketing At trade shows, listen up • Applebee’s: Antidote for modern times • Innovative techniques for marketers • The network of me. 14 Management Long-distance teambuilding • Is your business etiquette lacking? • What’s the poorest use of a salesperson's time? • Jumpstart your team’s performance. 16 Motivation/Incentives Seeing the big picture • Talking up time off to your team. 18 Training Get serious about storytelling • Overcoming first impressions. 19 Technology Rethinking instant messaging • Setting multiple tabs as your homepage. Travel 33 36 Feeling the squeeze • The Foray Mobile Workmate • Seeking the sights of Pittsburgh • Testing the social media waters. Gadgets & Gear The new wave of GPS navigation devices. Shelf Life 38 Books that improve strategic thinking, people skills and sales. the Closer 43 Work/Life Traveling with pets. 44 Take-Aways Bite-size strategies to help you sell more, market smarter and manage better. VOL. 159, NO. 9 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 NOVEMBER/DECEMBER 2007 www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - November/December 2007

Sales & Marketing Management - November/December 2007 Contents Editor’s Letter Management Strategies What “Tell Me More,” Really Means Sales Strategy Marketing Management Motivation/Incentives Training Technology The Brains Behind the Brawn Are You a Bad Manager? Pipeline = Lifeline Feeling the Squeeze; The Foray Mobile Workmate; Seeking the Sights of Pittsburgh; Testing the Social Media Waters. Gadgets & Gear Books That Improve Strategic Thinking, People Skills and Sales Work/Life Take-Aways

Sales & Marketing Management - November/December 2007

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