Sales and Marketing Management

FEBRUARY 13, 2020

Research from The Journal of Corporate Finance shows that CEO tenures have halved over the past two decades. The challenge is that one’s baseline for “normal” is often characterized by ideal outcomes, according to research published in the research journal Cognition. CEO tenures are shrinking. The better solution is to normalize risk.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

SBI Growth

NOVEMBER 2, 2012

A key function was sending alerts to consultants on relevant journal articles. Consultants would use these published journal articles to create new briefs for their clients – which we called derivative works. At this time, E & Y was implementing a Business Information & Knowledge Center. Yes, there were alerts before Google!)

Buyer 282

Buyer Marketing Journal Survey 282

The Pipeline

NOVEMBER 26, 2014

JOHN JANTSCH – Wall Street Journal Bestselling Author. MARK BOWDEN – Communication Expert, Performance Trainer. JOEY COLEMAN – World Renowned Expert on Customer Experience Design. JACKIE HUBA – Customer Loyalty Expert & Bestselling Author. SCOTT STRATTEN – Bestselling Author of UnSelling, UnMarketing.

Conference 255

Conference Journal Microsoft Loyalty 255

The Pipeline

SEPTEMBER 27, 2021

He is the author or co-author of six books as well as articles in Harvard Business Review, Wall Street Journal, Business Horizons, California Management Review, International Encyclopedia of Business and Management, Journal of Managerial Issues, Journal of Personal Selling & Sales Management, Marketing Encyclopedia, Organization Science, Sloan (..)

Journal 173

Journal Case Study Study Up-Sell 173

The Pipeline

OCTOBER 5, 2013

John Jantsch – Small Business Expert & Wall Street Journal Bestselling Author, Duct Tape Marketing, The Referral Engine & The Commitment Engine. Other speakers include: Michael E. Gerber – Small Business Guru & Author of the Mega-Bestseller E-Myth Revisited.

Small Business 240

Small Business Small Business Journal Engineering 240

Steven Rosen

JANUARY 14, 2024

Journaling and self-reflection can help salespeople improve their own selling skills. Taking Action: Self-Reflection and Journaling To become more effective at developing their salespeople, sales leaders should take the time for self-reflection and journaling.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Jeffrey Gitomer

JUNE 14, 2011

Any Business Journal event. The Business Journal reader and event attendee demographics are staggering. Annual dinner. The Chamber of Commerce is your best local networking resource, IF you take advantage of it. Forty under forty, power breakfasts, seminars. Places where movers and shakers go.

Networking 325

Networking Hiring Trade Show Social Media 325

No More Cold Calling

JULY 15, 2014

As Murphy writes: In a study published last month in the journal Environment and Behavior, researchers at Cornell University manipulated the gaze of the cartoon rabbit on Trix cereal boxes and found that adult subjects were more likely to choose Trix over competing brands if the rabbit was looking at them rather than away.

Journal 287

Journal Social Media Cold Calling Enterprise 287

Jeffrey Gitomer

APRIL 4, 2013

Dan Taylor wrote a great article on “”Courage”" in the Business Journal. George Patton said, “”I don’t take counsel from my fears.”" ”" Good advice. Leaders choose courage. Call him for a copy at 704/335–8762.). Take a risk …The biggest risk is to never take one.

Lead Rank 259

Lead Rank Journal Lead Scoring Intent 259

No More Cold Calling

MARCH 18, 2014

The Wall Street Journal article, “ Just Look Me in the Eye Already ,” explores the decreased eye contact in our tech-driven society, and explains why this puts professionals at a disadvantage: [Eye contact can be a tool for influencing others. Look at Me or Lose Out.

Customer 244

Customer Journal Sports Cold Calling 244

SBI Growth

MARCH 24, 2013

Last week, the Wall Street Journal ran several articles on this phenomenon. This scenario has become even more confusing with the proliferation of cheap data. Some Fortune 1000 companies now capture enough information to paralyze their leaders. One issue: some organizations capture data without having any specific plan to leverage it.

Airlines 297

Airlines Hiring Journal Churn 297

SBI Growth

AUGUST 5, 2013

In a recent Wall Street Journal article, the average tenure of a CEO is 4.5 Ensuring its’ success is staying along for the journey. You will review results as a team at the beginning of each quarter. In addition, you will iterate striving for constant improvement and ownership. The margin for error is slim.

Strategy 319

Strategy Journal Margin Construction 319

The Sales Hunter

NOVEMBER 29, 2013

To drive this to the next level, take a journal and record each day the new ideas you learned. Great leaders know there is always something that can be learned, regardless of how many times they have seen the same thing or been part of the same process. Alongside the ideas, then write how you intend to use the idea tomorrow.

Sales Leadership 228

Sales Leadership Journal Selling Skills Motivation 228

Steven Rosen

APRIL 13, 2020

Create a journal club. We created a proper program with our finance team on how they can pursue and take advantage of this financial relief. Maintain a personal touch with customers by picking up the phone and seeing how people are doing. Watch Roundtable Discussion. Boss: Texting is easier as our bosses might be driving us crazy.

Sales Leadership 298

Sales Leadership How To Journal Conference 298

SBI Growth

AUGUST 17, 2013

He was recognized in B2B Magazine & the Wall St Journal as one of the top 25 digital marketers. He has a proven track record of global brand building and revenue growth. Martyn is a board member for the Chief Marketing Officer Council. Martyn recently shared 10 best practices for transformational change in marketing organizations.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Compensation 328

Sales and Marketing Management

FEBRUARY 11, 2019

Here’s a tip: Have your salespeople keep a journal of common customer questions, complaints, and feedback. Marketing teams know plenty about the customer; the sales team has more direct interaction with customers and prospects than any other department in your organization.

Education 330

Education Buyer Buyer Persona Social Media 330

No More Cold Calling

JULY 16, 2014

As Murphy writes: In a study published last month in the journal Environment and Behavior, researchers at Cornell University manipulated the gaze of the cartoon rabbit on Trix cereal boxes and found that adult subjects were more likely to choose Trix over competing brands if the rabbit was looking at them rather than away.

Journal 247

Journal Social Media Cold Calling Referrals 247

Sales and Marketing Management

JUNE 19, 2018

Word-of-mouth marketing is hard to get, but brands that foster a strong emotional connection between themselves and customers tend to receive three times more than brands that don’t, according to a 2016 study published in the Journal of Global Scholars of Marketing Science. Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

Understanding the Sales Force

AUGUST 2, 2017

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. They used vocabulary that I had to look up!

Research 159

Research Journal Training Sales 159

Sales and Marketing Management

JANUARY 3, 2018

Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. Social Enhancement and Impairment of Performance in the Cockroach,” Journal of Personality and Social Psychology, No. Tim can be reached at tim@timhoulihan.com. 1 Fowler, J.

Journal 180

Journal Comparison Study Territories 180

Sales and Marketing Management

APRIL 12, 2019

Quartz, an online publication about the global economy, reports that a series of studies highlighted in Human Relations journal suggest that expressing anger in the workplace can actually lead to more people acknowledging a problem and getting it fixed.

Face-to-face 240

Face-to-face Journal Study Construction 240

Pipeliner

FEBRUARY 10, 2025

Actionable Advice: Journaling: Write down your thoughts and tasks to clear your mind. Internal Thoughts To focus effectively, individuals must manage their inner critic and avoid holding onto tasks mentally. Writing down tasks can help clear the mind and allow for better concentration.

Video 96

Video Strategy Lead Rank Lead Scoring 96

Partners in Excellence

NOVEMBER 24, 2021

I am an avid journaller. Part of my journalling practice, every day, is to list three things for which I’m grateful. For those of you who are looking for new practices, I encourage both journalling and taking the time, everyday, to identify a few things for which you are grateful. I do this every day.

Journal 144

Journal Social Media Face-to-face Media 144

SalesFuel

NOVEMBER 20, 2024

In the article, Oleg Bolotnov highlights other research findings: The Journal of Marketing Education shares similar results. The Journal of Selling found role-play participants reported a 20% increase in self-perceived confidence.

Outsourcing Services 52

Outsourcing Services Hiring Journal Exercises 52

Sales and Marketing Management

SEPTEMBER 13, 2017

He is a New York Times and Wall Street Journal bestselling author on strategy and has appeared on ABC, NBC and FOX TV. Rich Horwath is the CEO of the Strategic Thinking Institute, leading executive teams through the strategy process and training more than 100,000 managers on strategic thinking.

Journal 237

Journal Margin Exercises Groups 237

Partners in Excellence

FEBRUARY 9, 2025

Each of us have our own personal playbooks on getting through the day—rise/shine, feed the cats, workout, two cups of coffee, journaling…… (at least that’s the start of my daily playbook). We couldn’t achieve anything without our playbooks. Without them, life/work would be a random walk.

Face-to-face 120

Face-to-face Scale Journal Examples 120

Membrain

JANUARY 8, 2023

In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications. In my last article , I shared Gartner’s findings about the current war for talent.

Hiring 136

Hiring Journal Sales Sales Management 136

SBI Growth

SEPTEMBER 25, 2012

Old editions of the Wall Street Journal are littered with companies that tried. That’s why they hired me.”. We’re back to point #1 above. Your CEO wants outstanding results. It’s just common sense to give yourself every advantage. It might make sense to be sure you have a trusted advisor’s number in your phone.

Hiring 267

Hiring Journal Sports Call-back 267

No More Cold Calling

DECEMBER 14, 2017

In research Mahdi Roghanizad of Western University and I conducted, recently published in the Journal of Experimental Social Psychology , we have found that people tend to overestimate the power of their persuasiveness via text-based communication, and underestimate the power of their persuasiveness via face-to-face communication.

Account 228

Account Face-to-face Decision Maker Social Media 228

Bernadette McClelland

JULY 5, 2022

You see, Stu Heinecke, a colleague and friend, author of ‘Get The Meeting’ and ‘How To Get A Meeting With Anyone’, cartoonist for The Wall Street Journal and many other hi-brow publications, had just launched his next bestseller, ‘How To Grow Your Business Like A Weed’ This might be a cleverly written book on (..)

Guarantee 284

Guarantee Strategy Journal Lead Rank 284

Nimble - Sales

AUGUST 20, 2020

In this webinar, Nimble CEO Jon Ferrara is joined by hall-of-fame nominated marketer and Wall Street Journal cartoonist Stu Heinecke. This ongoing series of influencer webinars is intended to help you become better, smarter, and faster. The post How to Land That Make-or-Break Meeting and Achieve Massive ROI appeared first on Nimble Blog.

ROI 138

ROI Meeting Journal Webinar Metrics 138

Steven Rosen

JULY 29, 2024

How to Develop It: Journaling: Keeping a journal of daily thoughts and emotions can increase self-awareness. Improves Communication: Understanding their emotions helps leaders communicate more clearly and empathetically. Fosters Growth: Self-awareness promotes continuous personal and professional growth.

Journal 156

Journal Promotion Sales Leadership Networking 156

Sales and Marketing Management

APRIL 22, 2020

The musician David Byrne wrote in a Wall Street Journal article, “In its own terrible way, the virus is showing us how intricately we are connected. Ironically, the novel coronavirus that has all of us distancing physically has many of us connecting intensely emotionally?—?and and also with ourselves.

Journal 177

Journal Government Incentive Incentives 177

Jeffrey Gitomer

MARCH 5, 2019

saw this yesterday in your trade journal, thought it might be of interest to you." An article, an ad specialty, or something of personal interest. Examples of adding value and impact. The note says: "Thanks for the time shared.I Enclose a copy of the article.). The note says: thanks a bunch – send flowers.

Journal 222

Journal Banking Lead Rank Lead Scoring 222

Sales and Marketing Management

SEPTEMBER 28, 2018

The study covered below, done in collaboration with the International Journal of Sales Transformation and Dr. Nick Lee, a professor at Warwick Business School, was developed to answer one pivotal question: How can you be the most remarkable and memorable in phone or web conference selling environments? What there isn’t much of is research?—?until

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Membrain

OCTOBER 9, 2022

This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.

Lead Rank 131

Lead Rank Lead Scoring Journal B2B 131

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

Journal 131

Journal Sales Opportunity Strategy 131