Blog


Nov

08

2012

Becoming a Customer-Driven Organization: Questions to Ask Customers

Contributed by Andy Mindlin SUMMARY Considerable evidence indicates that a key to succeeding in business on an on-going basis is adopting a management model where “market input” helps drive decisions about marketing initiatives and selling methods. To make this happen, leaders in high-performing companies bring “a continuous stream of market insights” into their company. An essential element of this approach is having people in the...

Read More


Oct

17

2012

Two Tips for Prioritizing Revenue Generation Initiatives

Contributed by John Butler If you agree that revenue growth, more than any other metric, is the key driver of long term company performance, then you’ve likely initiated the arduous task of deciding which key initiatives will drive your 2013 revenue expectations. We all know the drill – it’s time consuming, complicated, and many times contentious. Having more experience in this ritual than I care...

Read More


Oct

17

2012

Sparking Innovation with a Temporary Infusion of Specialized Executive Talent

The oft-repeated line, “Business has only two functions – marketing and innovation” is usually attributed to the late, great Peter Drucker. Whether he or Czech author Milan Kundera said it first, Drucker amplified it in such a way that should make every CEO sit up and take notice: “Marketing and innovation produce results. All the rest are costs.” The truth of this should ignite a...

Read More


Oct

17

2012

Know – Like – Trust: Selling to your Customer Base

Contributed by Mary Tucker Sales and Marking professionals use the terms Know, Like, and Trust to describe the steps of evolving business relationships. Good sales and marketing campaigns, costing thousands of dollars, focus on these steps, to create a successful sales relationship. This is what the social media craze is all about. Powerful programs are built on reaching out to companies and people that don’t...

Read More


Sep

27

2012

Think Twice Before Hiring that Consultant

Contributed by Charles BesondyManagement consultants of all stripes should be in the executive’s arsenal of problem-solving weapons. However, before reaching for the phone next time you need objective advice, crisp analysis, extra horsepower, and a fresh dose of best practices I encourage you to consider an alternative to consultants — the interim executive.Interim executives, temporary executives, part-time executives — whatever term you use — usually...

Read More


Sep

27

2012

Is Your Marketing and Sales Team Following the Buyer’s Journey Together?

To be a unified team driving your revenue engine, Sales and Marketing need to identify and define their respective roles along the buyer’s journey*. This aligns the organization to the customer’s buying (and shopping) process rather than to your internal sales processes – for which the customer cares very little. If you sense that your revenue engine could perform better, Cerius’ latest CEO Check List...

Read More


Aug

29

2012

Is Your Marketing Budget Allocated Strategically?

The annual planning and budgeting season is here. The potential effectiveness and efficiency of the Sales and Marketing plans, which represent a big slice of the annual budget, are often difficult to weigh. For companies with complex sales cycles here are a few tips for getting the plans aligned strategically. What percent of the marketing budget and other resources are being devoted to these strategic...

Read More


Aug

28

2012

Be Selective about Lean Implementation for Rapid Results

Contributed by Terry Mercer I recently read a definition of Lean by Mark Doman in the Target Magazine: “Lean is a system that creates a physical and social environment where problems are quickly identified and then solved by motivated employees who are trained to eliminate waste in their processes so that customers receive the highest quality products and/or services at the lowest cost in the...

Read More


Aug

28

2012

Master These Three Processes First in Order to Thrive in 2013

Contributed by David SheddEvery year, countless companies undertake process improvements and change initiatives. Most fail. Generally, they fail for one of three reasons: The process or initiative was not the most important thing for the company to work on at that time to improve the bottom line and/or realize growth. The employees in the organization did not take accountability and responsibility for the success of...

Read More


Aug

24

2012

Prepare for 2013 by Taking Care of the Basics

Contributed by Andrew Bart As the business environment becomes more global in nature, competition is increasing not only within the US but worldwide. Our world is definitely becoming a smaller place, economically, politically as well socially. Events such as environmental warming, wars, regional (e.g. European) debt crises as well as extreme poverty are impacting each of us no matter where the original event takes place....

Read More



Page 66 of 76« First...102030...6465666768...Last »