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Superbowl Moments – Every Business Has One

Every company faces a “superbowl moment,” a make or break time when customer service really counts and every employee’s head should be in the game. The coordination leading up to the Big Game provides a good metaphor for the planning discipline that’s required for businesses to excel in their big moments — or suffer the consequences if they do not. The question is, will your company be ready?

Brad Mehl Advertising , CEO Briefing Newsletter , Marketing & Sales January 12 2014

How (Online) Cynicism Destroys Brand Equity

Data leaks and government surveillance have spillover effects for consumer brands causing web privacy to become the new luxury. Now is the time for luxury ecommerce leaders to seize the high ground and cultivate customer loyalty in fresh ways to combat growing, global consumer cynicism.

Marvin Goodwin CEO Briefing Newsletter , Marketing & Sales , Public Relations January 5 2014

Building Customer Loyalty, 85-pixels at a time

How Vail Resorts keeps them coming back for a little digital love

Clark Kokich Leadership & Strategy , Marketing & Sales August 17 2012

Goldman Sachs: A Cautionary Tale in Branding

The publication of the former Goldman Sachs’ executive’s op-ed should signal to management that the threat of a disconnect between one’s image and brand reality are now greater than ever.

John Hellerman Branding , Marketing & Sales April 6 2012

If I Were Lloyd Blankfein: How the CEO Can Address Goldman’s Crisis with Clients and Employees

Last week The New York Times published a highly unusual letter of resignation from Greg Smith who signaled his departure from Goldman Sachs with a public rebuke of practices he alleged were harmful to Goldman’s customers. The fact that such a letter was prominently featured by Times editors suggests they gave its contents a high degree of credibility even though no specific examples of wrongdoing were offered by the disaffected former employee.

Bob Marston Corporate Reputation , Crisis Management , Leadership & Strategy March 19 2012

The Synergy Mirage: A Case Study

Brand extensions and product expansions don’t always make sense. A razor-like focus on what one does exceptionally well can make all the difference.

Michael Rosenbaum Branding , Marketing & Sales February 17 2012
salescomp

Use Technology to Mobilize Your Sales Force (Without Overwhelming Anyone)

The biggest challenge is getting salespeople to adapt to new technologies and finding tools that tackle tedious tasks and make time for more deals. Where there’s WiFi, there’s a way to capture and input data, and communicate with clients professionally and personally.

John Hand Marketing & Sales , Sales January 10 2012

Over-Surveyed Nation: ‘Your Opinion Is Important to Us!’

Gone are the days when you might get the occasional survey request in the mail, or — dreaded — on the phone. And remember those postcards in hotel rooms asking you to comment on your stay? So 1990’s. Now, it’s digital, and it’s relentless.

Jeff Hunt Branding , Marketing & Sales , Public Relations December 6 2011
sales

Raising Sales Force Effectiveness

Scientific research into what actually works—and what doesn’t—inside today’s most effective selling environments reveals that the conventional wisdom about selling is not just incorrect, but a recipe for failure. Here are the four most important things that CEOs need to know about successful selling in today’s unconventional business world.

Howard Stevens and Geoffrey James Marketing & Sales , Sales September 22 2011

More Tips on Raising Sales Force Effectiveness

Sales Effectiveness is Critical to Loyalty Perceived product or service quality counts for only 22 percent of customer loyalty success, [...]

Howard Stevens and Geoffrey James Marketing & Sales , Sales September 22 2011

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