Sales & Marketing Management - July/August 2008 - (Page 4)

WWW.SALESANDMARKETINGMANAGEMENT.COM >> 4 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 BETH MEYERS 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 ART DIRECTOR > CHRONICLES OF A SALES LEADER: TOUGH TIMES CALL FOR SOLID LEADERSHIP S&MM online columnist Bill Golder, EVP of sales at Miller Heiman, identifies some common pitfalls and insights on how to address—or avoid—increased sales pressure when facing tough economic times. www.salesandmarketingmanagement .com/toughtimes > BRIDGING THE GAP: CUSTOMER-CENTRIC ALIGNMENT The key to improving alignment requires taking a customer-centric approach, according to S&MM’s newest online columnist Laura Patterson, president and co-founder of VisionEdge Marketing, Inc. www.salesandmarketingmanagement .com/customercentric WWW.SALESANDMARKETINGMANAGEMENT.COM ONLINE EDITOR ONLINE EDITORIAL INTERNS STACY STRACZYNSKI AVI NIMMER JONATHAN TANNENBAUM 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 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 > CHRONICLES OF A SALES LEADER: TOUGH TIMES CALL FOR SOLID LEADERSHIP > AMERICA’S LEADERSHIP CRISIS: WHERE HAVE ALL THE MANAGERS GONE? > PRESENTATION CRIMES: SPEAKER SNAFUS 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 Chief of Staff, HP LaserJet Americas and SMB Printing MOST E-MAILED STORIES > AMERICA’S LEADERSHIP CRISIS: WHERE HAVE ALL THE MANAGERS GONE? > FOUR BEST PRACTICES FOR E-MAILING SALES PRESENTATIONS > ARE YOU MISSING THE SOCIAL MEDIA MARKETING PARTY? > SALES ENABLEMENT PLAYBOOK FOR TECHNOLOGY MARKETERS 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 HERE’S WHAT READERS ARE SAYING ON THE BLOG: > SALES MANAGERS HAVE A wide variety of responsibilities in today’s competitive landscape that they are faced with. This certainly makes finding the time for sales management and sales planning a challenge … using sales templates and tools will help to maximize the interaction with sales reps to get the most measurable performance gains for the time spent … To read the rest of this post, visit www.salesandmarketingmanagement.com/soundoff. 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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Table of Contents Feed for the Digital Edition of Sales & Marketing Management - July/August 2008

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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