Sales & Marketing Management - November/December 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. ART DEPARTMENT (646) 654-4758 ART DIRECTOR > REALITY CHECK: DRIVE FUTURE SALES Even Bruce Cotterman from the Bass Group has warned both small and large fast-growth companies that “in the $2050M size range, it’s a new game requiring a host of new management skills quite different from those entrepreneurs who founded them … to lay the groundwork for the next round of growth.” So it’s important to remember that the SMB culture and modus operandi that worked in a company’s early growth stages can actually hinder its future. > 7 LESSONS FROM A BAD MANAGER Many people work for bosses who are horrible at what they do. It is an unenviable situation that is fairly common. When circumstances such as these arise, most dwell negatively on the situation while complaining about how terrible their plight is. Naturally, this does not yield productive results. Nonetheless, the individual seems to take solace in the whining. A much better approach when confronted with this scenario is to attempt to learn all you can from the situation. WWW.SALESANDMARKETINGMANAGEMENT.COM ASSISTANT ONLINE EDITOR STACY STRACZYNSKI CIRCULATION (646) 654-7341 AUDIENCE MARKETING COORDINATOR YEWANDE AWOPETU 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 FOCUS YOUR MARKETING: You’ve probably heard the old marketing maxim that says 50 percent of all advertising is wasted. Don’t believe it: It’s a lot more than just 50 percent. The following were among the most popular and most e-mailed stories on the S&MM site last month: MOST POPULAR STORIES > 15 PERSONAL SKILLS YOU NEED ON THE JOB > SEVEN DEADLY SINS OF BRANDING > HOW NOT TO HANDLE A COLD CALL > WHIRLPOOL IS COOKING NOW > QUIT BEING A SALESPERSON 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 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 MOST E-MAILED STORIES > HOW TO RUIN A SALES FORCE > NURTURE VS. NATURE: MENTORING SUCCESS > DIARY OF A RAGING ANTI-SLIDEITE 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. BILL DIXON HERE’S WHAT READERS ARE SAYING ON THE BLOG: SUBSCRIPTION SERVICES > YOU ARE EXACTLY RIGHT ABOUT THE POWER OF THE FRONT DESK. So often we ignore the crucial moments of truth that happen daily in the marketplace. They add up, resulting in either a strong brand or a weak one. I really like your emphasis on acknowledgement and respect for the person working the front desk. Giving respect to that person is a great place to begin establishing a culture that knows how to meet and work with the public. Customer service: (800) 929-3848 salesandmarketingmanagement@halldata.com, Monday–Friday, 9 a.m.– 5 p.m. P.S.T., Group subscriptions: (800) 929-3848 Article Archive www.salesandmarketingmanagement.com BACK ISSUES salesandmarketingmanagement@halldata.com, (847) 763-9050 REPRINTS FosteReprints, Steve Hahn, shahn@fostereprints.com, (866) 879-9144 x154 PERMISSIONS AND LICENSING Barbara Grieninger, Barbara.Grieninger@nielsen.com, (646) 654-4675, fax, (646) 654-5819 SURVEY OF BUYING POWER SUBSCRIBE: S&MM E-NEWSLETTER Get the latest stories and articles on staffing, training, business travel, technology and incentives in the sales and marketing sectors delivered straight to your inbox each week. 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 NOVEMBER/DECEMBER 2007 SALES&MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.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 - 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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