Sales/Marketing

How an “Emotional Connection” with Customers is Helping Companies Win the Battle for Organic...

While CEOs of S&P 500 companies are overwhelmingly seeing tepid revenue growth and declining profits, a few highly innovative companies are successfully accelerating organic growth by building emotional connections with customers.

4 Ways CEOs Can Proactively Increase Company Sales

Every company that markets products or services produces sales. Ringing up transactions, however, is not the same as having a sales culture or selling system in place.

How CEOs Can Improve the Value of Sales and Marketing Efforts (Without Getting Involved)

CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for 2016. Yet while no successful leader submerges him or herself in the nuts and bolts, you must have a dashboard, even an informal one, for guiding your team, asking the right questions and keeping your eye on the high-level feedback.

4 Tips for Building a Sales-Focused Company

Every company that markets products or services produces sales.

How Building a CEO Brand Can also Build a Better Company

Peter Drucker, the guru of modern management theory, said these now famous words: “the purpose of a business is to create a customer, and the purpose of the leader is to grow the value of the customer.”

Interpersonal Skills and Mentoring Abilities Are Top Sales Force Traits for Mid-Marketers

If you’re best salesperson is a cut-throat, take no prisoners, numbers-oriented deliverer, he or she may become a has-been in the near future. That’s because the ability to “serve” is overtaking the ability to “sell” as the key trait of a champion salesperson, according to a new study by the National Center for the Middle Market.

Strategies for Leading your Company through a Successful Rebrand

Rebranding a business is a great opportunity for a company to show how it has evolved over time and debut its forward-thinking vision and mission to its constituents. It also is a tremendous undertaking, which requires precise strategy, exact timing and a great amount of preparation that must be communicated from the top all the way down.

The Benefits of Converting Your Offerings From Products to Platforms

Your company’s product—no matter how unique or superior to a competing product, no matter how affordable or cost-agnostic—isn’t enough anymore. Winning the war for customer acquisition and retention is no longer a product game, it’s a relationship game. The battleground is omni-channel consumer engagement. This requires a holistic view, which can only be achieved by having a complete customer platform.

5 Tried-and-True Sales Methods You Should Still Be Using in the 21st Century

Make no mistake; the world of sales is changing. Technology seems to be driving the sales vehicle in today’s society, but it’s the old school, tried and true, consultative techniques that separate the good from the great sales professional.

The Pharma Industry Has a Branding Problem: Can it Be Fixed?

Former Valeant Pharmaceuticals chief executive Martin Shkreli may be the poster boy of price gouging run amok, but the heat is increasingly on for the rest of the industry to tamp down on drug price increases and base growth more on productivity and less on arbitrary hikes to please shareholders.
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November 2-3, 2017
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December 7, 2017
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EDITOR'S PICKS

CEOs Rank 2017 Best & Worst States for Business

While there is a level of constancy when it comes to the very best and very worst states for business, there is plenty of jockeying for position within the ranks, and even some leaping and plummeting.

Chief Executive’s 2017 CEO of the Year: Henry Schein’s Stanley Bergman

Peer CEOs Vote in Chief Executive Magazine’s 32nd Annual Award

Lessons From a CEO Who Built an Office Tower

Northwestern Mutual CEO John Schlifske opened a 32-story, $450M high-rise in downtown Milwaukee. The tower is now the largest building in Wisconsin.

My First Job: Belfor’s Yellen Learned Billion-Dollar Lessons as 11-Year-Old Dishwasher

Today Yellen has no regrets about being a child laborer, not only because he helped his family survive financially but also because he learned lessons that have proven invaluable.

CEO CONFIDENCE INDEX

CEOs Anticipate Improved Business Conditions By Next Year

Despite CEOs’ confidence ratings in future business conditions being flat since April, we believe their confidence may be about to break out of its holding pattern.

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