September 2017

With a transient workforce is there still team spirit?

Recently I was asked to attend a manufacturer’s sales meeting. And as I sat there I felt like Bill Murray in the movie “Groundhog Day.”

How to Enable Sales Reps to Win Over the C-Suite

C-level pitches are nerve rattling and require a different approach, preparation and mindset. But, they are also crucial for long-term sales success and for bigger, more lucrative deals. Here are some key insights for selling to C-level executives.

The Bonding Power of Travel

As the former chair and CEO of the global hotel and travel company Carlson, Marilyn Carlson Nelson has spent a lifetime helping companies enhance relationships with employees and clients through incentive travel experiences. We spoke with her recently about the power of travel to build strong bonds. A lot has changed in the travel industry over the past several decades, but Carlson says in many ways, the more things change, the more they stay the same.

Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

If you’re a salesperson, you know exactly what the “Amazon Effect” is – and how it feels when a competitor sweeps in and steals your business. To counter this macro change in buyer behavior, companies that rely on B2B sales are re-engineering their revenue supply chain. As with any supply chain, the trick to optimizing it is finding the constraints and removing them

How To Track and Validate Website Sales Leads By Marketing Channel

Online marketers should have every little scrap of data they can find when overhauling or fine-tuning their lead generation websites. There are times when the information they’re missing can be more important than the information they have.

5 tips for finding the right meeting spot

Orlando, Las Vegas and Chicago have held down the top three spots on Cvent’s annual list of top 50 U.S. meeting destinations for several years running, but rising stars on the 2017 list include second-tier stalwarts such as Nashville (No. 9), New Orleans (No. 10) and Austin (No. 15).

Personality plus – and only a short drive away

Last summer, Spear One, a meeting and event planning company, handled the details for a gathering of quick-service restaurant managers held in Little Rock, Arkansas. The convention HQ was at the Marriott Little Rock and the group used the Statehouse Convention Center for general sessions.

Second-tier is not second-rate

More sales teams and other corporate groups are electing to meet in smaller cities
When it was announced that the annual convention of the International Plastic Modelers’ Society (IPMS) would be held in Columbia, S.C., in 2016, a representative of another city that bid to host the event commented, “Where the hell is Columbia, South Carolina?”

Product Review - September-October 2017

The holidays and the end of the year are traditionally used to thank loyal customers and show appreciation to hard-working employees. The gift ideas featured here have a range of price points and personalization options. Whether you are gifting to a group of people or a single individual, it’s important to mind some common gifting tips that we include here as well.