Sales & Marketing Management - July/August 2008 - (Page 3)

JULY/AUGUST 2008 OPENERS 5 EDITOR’S LETTER Knowledge is still power, Survey says. 6 BRIAN TRACY UNIVERSITY Think “slow and steady” for snaring top hires. STRATEGY SECTIONS 8 SMART SALES Powering through the recession. 9 SALES STRATEGY A better way to generate leads. 11 SMART MARKETING The customer’s voice. 12 MARKETING STRATEGY Communication breakdown. 14 SMART MANAGEMENT The structured conversation. 15 MANAGEMENT STRATEGY Online recruiting simplified. DEPARTMENTS 23 TRAINING Compensate to motivate. 26 TECHNOLOGY Rich media, richer results. 30 INCENTIVES/MOTIVATION Making the case for travel, Part I. 34 BOOK EXCERPT The Powers to Lead. 36 ON THE ROAD Jacksonville, Florida’s unsung destination city. 40 THE WAY I SEE IT Cutting through the clutter. VOL. 160, NO. 4 Sales & Marketing Management (ISSN 0163-7517) (USPS 0482-570) is published bimonthly by Nielsen Business Media, Inc., 770 Broadway, New York, NY 10003-9595. 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. www.salesandmarketingmanagement.com JULY/AUGUST 2008 SALES &MARKETING MANAGEMENT 3 http://salesandmarketingmanagement.com

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Sales & Marketing Management - July/August 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Mother Lode of All Market Data Returns Embracing the Future Training Technology Incentives/Motivation Don't Become a Target Abroad Book Excerpt On the Road The Way I See It

Sales & Marketing Management - July/August 2008

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