News And Views

Using Game of Thrones to Understand Sales Motivation

A comprehensive sales motivation strategy isn’t always easy. Your salespeople might be bringing home the gold or losing their heads under pressure. Some may be motivated by travel incentives, while others value hard-earned, tangible trophies over cash rewards. With so many different personality types in any given sales team, it can be tough to know […]

Stats on How to Forge Better B2B Relationships

Risk aversion and resistance to change When done correctly, the creation of a market collective…addresses a multitude of common problems that plague decision making within B2B companies, including: An overly intense focus on internal considerations or end users Reactive versus proactive strategic thinking To increase the value of your brand, you must move the market’s […]

How to Engage Your Most Important Sales Channel Partners

  There is no substitute for understanding and engaging the person who signs the contracts. —Sean Geehan As a sales channel manufacturer, distributor or dealer, “If only” probably runs through your head often. “If only I had access to my partners’ customer data,” perhaps, or “If only I could do more for my most valuable […]

The Ultimate Cheat Sheet to Customer Engagement

Why Customer Engagement Matters So Much Now Consumers today have more confidence in the economy than they’ve had in the past six years, and they’re also more relaxed with their money, inching closer to pre-recession spending levels. Yet they remain cautious, carrying with them many of the hard-learned lessons from the recession as they decide […]

Research on Integrated Marketing for Incentive Programs

Integrated Marketing: If You Knew It, You’d Do It http://www.bloomberg.com/bw/articles/2012-05-10/integrated-marketing-if-you-knew-it-youd-do-it Integration means communicating a consistent identity from message to message, and medium to medium, and (more importantly) delivering consistently on that identity. It requires not only the identification of a powerful, unifying strategy and compelling voice for your brand, but the discipline to roll it […]
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