Sales & Marketing Management - May/June 2008 - (Page 4)

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ART DEPARTMENT ART DIRECTOR > THE BEST RECESSION SALES STRATEGY Selling in a recession is not only difficult, it’s downright scary—especially when certain economic indicators that truly reflect the dismal state of the economy are becoming real concerns for sales management. www.salesandmarketingmanagement .com/recessionstrategy > EXECUTIVE GUIDE: IMPROVING SALES FROM MANAGERS TO SALESPEOPLE Companies need to be careful not to fall into the trap of treating their sales managers the same as their salespeople, and not to solely rely on the numbers to determine their success. www.salesandmarketingmanagement .com/execguide WWW.SALESANDMARKETINGMANAGEMENT.COM ONLINE EDITOR STACY STRACZYNSKI CIRCULATION (646) 654-7341 AUDIENCE MARKETING COORDINATOR YEWANDE AWOPETU EDITORIAL ADVISORY BOARD BRIAN TRACY STEPHEN COVEY 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 The following were among the most popular and most e-mailed stories on the S&MM site last month: MOST POPULAR STORIES > MARKETING LOWDOWN: EFFECTIVE E-MAIL COMMUNICATION > PRESENTING SMART: WHAT'S THE WORST PRESENTATION ADVICE? > 15 PERSONAL SKILLS YOU NEED ON THE JOB > WHAT EMPLOYEES WANT > THE WACKIEST INTERVIEW BLUNDERS 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. DAMIAN THOMAS SAM REESE KEVIN WARREN 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 > MARKETING LOWDOWN: EFFECTIVE E-MAIL COMMUNICATION > WHAT EMPLOYEES WANT > THE WACKIEST INTERVIEW BLUNDERS > SMART MARKETING: I AM SPAM > HIRING LINES HERE’S WHAT READERS ARE SAYING ON THE BLOG: 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 > I CAN’T TELL YOU THE NUMBER OF TIMES I would listen to a perfectly capable salesperson talk themselves out of the sale. There comes a time in the sales process when you must stop and listen—nine times out of 10 the potential customer will sell themselves by telling you exactly what they are looking for. I’d tell my salespeople—introduce yourself, briefly tell the client what the call is about and then sit back and listen. They'll tell you if they want to buy… BILL DIXON SUBSCRIPTION SERVICES 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 for inclusion at the end of your article posting. 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Opt-in at our online sign-up page at www.managesmarter.com/msg/newsletter/index.jsp. SALES&MARKETING MANAGEMENT MAY/JUNE 2008 Single copies: (800) 821-6897 Survey permissions: Barbara Grieninger, Barbara.Grieninger@nielsen.com, (646) 654-4675, fax, (646) 654-5819 LIST RENTAL Michele Wiesner, List rental Product Manager (646) 654-7220 www.salesandmarketing.com www.salesandmarketingmanagement.com http://WWW.SALESANDMARKETINGMANAGEMENT.COM http://www.salesandmarketingmanagement.com http://WWW.SALESANDMARKETINGMANAGEMENT.COM http://www.salesandmarketingmanagement.com/recessionstrategy http://www.salesandmarketingmanagement.com/execguide http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.theYGSgroup.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 - May/June 2008

Sales & Marketing Management - May/June 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Minister of Culture Become a Value Merchant Incentives/Motivation Streamlining Business Travel Book Excerpt The Way I See It

Sales & Marketing Management - May/June 2008

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