Collaboration

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• The Decision to BuyJeff Thull
  How often has a sale been lost after we believed the customer clearly understood their problem and would make a logical, quality decision?
  Collaboration, Customer Experience, Marketing Tips, Sales
• Lead-Generation Case Study: How Multiple Touches Can Lead to Profit MultiplesPaul McKeon
  Salespeople are notoriously poor in following up on qualified leads. In fact, experts say, sales does not follow up on more than 70% of leads. Why? Field salespeople in most ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• A View From the Top: Why Some of the Best Marketers Are WomenWilliam Arruda
  Patricia Hume, global VP of Avaya, gives her own views from the top about what she looks for in new hires, why she sometimes hugs her co-workers, and why women ...
  B2B Marketing, Career Management, Collaboration, Creativity, Small Business
• A View From the Top: Career Insight From Prophet Senior Partner Scott DavisWilliam Arruda
  What gets a resume more than a 10-second glance? What's the surest way to impress during an interview? Scott Davis, Senior Partner at Prophet and author of two widely acclaimed ...
  Branding, Career Management, Collaboration, Job Search, Marketing Inspiration
• Take This Quiz: Is Your CEO Really Committed to Customers?Jeanne Bliss
  We've never seen a CEO who wouldn't sign up for customer loyalty, customer focus, and just plain improving things for their customers. It's getting them to drive the company to ...
  Collaboration, Customer Engagement, Management
• Three Business and Marketing Lessons From the OlympicsElaine Fogel
  The Olympic flame has been temporarily extinguished, the athletes have gone home, and the sidewalks of Turin are quiet again. As we look back at the highs and lows of ...
  Collaboration, Marketing Inspiration, Marketing Smarter
• How to Manage and Measure the Word of Mouth RevolutionJustin Kirby
  Every marketer has by now heard the terms viral, buzz and word of mouth. Some will even have noted terms such as brand advocacy, advergames, blog marketing, influencer panels and ...
  Advertising, Brand Ambassadors, Brand Awareness, Collaboration, Measurement, Promotions, Referrals, Social Media, Word-of-Mouth
• Path Analysis: Discovering Customer Experience PitfallsLeigh Duncan-Durst
  Northern Virginia is plagued by shopping centers with the most horribly engineered parking lots—some lots capable of holding thousands of cars, but with as few as one entry/exit! What's worse: ...
  Collaboration, Customer Experience, Customer Satisfaction, Customer Service
• Loving Your Way to Loyalty in a B2B WorldJill Griffin
  Much has been written about how business-to-consumer firms show their "love" to customers and win loyalty in return. But how about business-to-business customers? How do savvy firms love these buyers and ...
  B2B Marketing, Collaboration, Customer Engagement, Customer Relationships, Marketing Inspiration, Sales
• The Compounding Effect of Micro-Gains in MarketingNick Usborne
  Online marketing and sales functions are often divided up between different people, groups or even offices. While each individual works hard to achieve a breakthrough increase in performance, the group ...
  Collaboration, Copywriting, Landing Pages, Online Marketing, PPC Campaigns, Web Copy
• Does Your Company Suffer From Short-Visit Syndrome?Todd Miechiels
  Imagine if half the people that called your sales team hung up within 10 seconds. There are not prospects they were cold-calling either, but interested people calling them. Heads would ...
  Collaboration, Sales, Web Analytics, Websites
• Truce! Ending the War Between Sales and MarketingBill Babcock, Bill Koss, Bill Rozier
  Most companies have a serious problem: Sales hates marketing, and marketing despises sales. Marketing is having great success generating leads and uncovering opportunity. But sales has no respect for what ...
  Collaboration, Lead Generation, Lead Quality, Marketing Inspiration, Sales
• User Experience: Part of a Much Larger WholeLeigh Duncan-Durst
  Too many consultancies and agencies equate Customer Experience Management (CEM) with User Experience. They are not the same. User Experience is an important part of CEM. But like Experiential Marketing, it's ...
  Collaboration, Customer-Centric, Customer Experience, Website Design, Websites
• What Your Worst Customers Teach You About LoyaltyJill Griffin
  Customers—even bad ones—are our best loyalty teachers. In fact, the lessons gleaned from "problem" customers are often rich and long-lasting. Consider the following less-than-ideal customer types and some of the ...
  Collaboration, CRM, Customer Acquisition, Customer Behavior, Customer Retention, Sales
• Is Your Purchasing Department Stripping Value Along With Reducing Costs?Jeff Thull
  There are two big problems with today's purchasing departments. Most obviously, purchasing is incented to save dollars of cost, a mandate that too often means dollars of value are lost. ...
  Collaboration, Management, Sales
• The Only Marketing Resolution You Need for 2006Cynthia Coldren
  Get ready—'tis the season for resolutions. But instead of a boring list of all-purpose to-dos, here's a single goal that can make a big impact: We will identify our most ...
  Collaboration, Customer Satisfaction, Marketing Strategy, Measurement
• In Your Business, Everyone's a MarketerMatt Blumberg
  Marketing used to be merely one of many disciplines—on an equal footing with sales, finance, HR, manufacturing, operations, engineering or product development. Some might even say some considered it a ...
  Collaboration, Marketing Inspiration, Value Propositions
• Why You Should Elevate Partnership Brand Marketing to the Strategic LevelGregory Pollack
  The power of partnership brand marketing brings two companies and brands together—each with its own brand equity and its own distribution channel strength. Whether teaming a car manufacturer with a ...
  Advertising, Brand Equity, Branding, Channel Marketing, Collaboration
• Three Strategies (and How to Use Them) to Make Your Sales Funnel Flow FasterMichael Webb
  When your company is well synchronized with market needs, prospects buy and money flows. Unfortunately, few companies can maintain a constant flow. Salespeople churn out demonstrations, samples and proposals. Marketing ...
  Collaboration, Lead Nurturing, Sales, Targeting
• All That Should Ever Matter Is What Really Matters to CustomersStephen Shaw
  A commitment to pleasing customers should be much more than a marketing claim (or an interface that can be capriciously switched off) but a core principle that guides every decision. ...
  Brand Positioning, Collaboration, Customer Advisory Programs, Customer Experience, Customer Relationships, Customer Service, Websites