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- Lucas Donat: Innovator of Online Advertising
- Lucas Donat is a founding partner of Donat/Wald, an advertising agency that focuses on Internet and television marketing. Donat talks about what qualities attract him to certain clients and his ultimate goals within the advertising world.
- Videos 2008-05-06
- Sales Training in a 2.0 World
- David DiStefano, CEO of Richardson, talks about how the massive amount of data available through Web 2.0 has impacted sales training.
- Videos 2008-11-25
- LucidEra on How to Boost Sales Via Analytics
- Ken Rudin, Founder of LucidEra, defines his company's success and explains how they help sales managers gather and process information through analytics.
- Videos 2008-12-09
- Karen Steele on Sales 2.0
- Karen Steele, VP of marketing at Xactly Corporation, discusses the company's reasons for choosing Manticore for their marketing automation, and how customer report cards keep their clients coming back year after year.
- Videos 2009-01-30
- How to Research Prospects Faster
- Chip Terry, VP & General Manager of Sales Intelligence at Zoom Info, explains how his company helps salespeople to qualify, not just quantify, good leads. By gathering data before a sales call, he says salespeople can save time for both themselves and their prospective clients.
- Videos 2009-03-24
- The Importance of Strong Incentives
- Liz Cobb, founder and CEO of Makana Solutions, explains that compensation is what drives sales behavior. Good or bad, incentive plans can have unintended consequences. She shows how her company's visual tools can help sales managers design an effective plan.
- Videos 2009-04-15
- Focus On Goals in a Tough Economy
- Howard Stevens, founder and CEO of HR Chally, says that during a downturn clients are looking for low risks, not just low prices. By offering them some kind of guarantee, even if it's not financial, you show that you are in this relationship for the long run.
- Videos 2008-11-21
- Confronting Your Boss |Dodging Landmines
- When your boss keeps you in the dark or goes around you, you may feel like your competence is being challenged. Tanya Goodwin-Maslach, Executive Coach at Elevati Inc, suggests inviting your boss off-site to talk in an informal place. She explains how to use the G.R.O.W. model to ease your...
- Videos 2009-02-26
- Standing Out in Uncertain Times |Dodging Landmines
- With layoffs happening all over, many people become nervous about impressing upper management. Follow these tips from Tanya Goodwin-Maslach, Executive Coach at Elevati Inc., to show your boss and clients that you are indispensable to their success.
- Videos 2009-02-20
Additional Resources
- Clients Are Delaying Payments to Agencies
- Clients such as General Motors and Anheuser-Busch InBev are delaying payments to agencies by as much as 120 days, the WSJ reports: Anheuser-Busch InBev is trying to overhaul all its vendor contracts, including advertising-related deals. The world's largest brewer by sales recently told media outlets that they...
- Blog posts 2009-02-23
- News America Marketing Whistleblower: Clients Were Charged for Ads That Never Appeared
- News America Marketing may have charged its clients for ads that never appeared in supermarkets, according to a witness in the recently settled trial in which NAM was sued by rival in-store ad agency Floorgraphics Inc. During the trial, disgruntled former NAM account director Robert Emmel testified...
- Blog posts 2009-04-06
- 3 Ways Clients Can Push Ad Agencies to Save Money
- Advertising Age has declared cultural war on procurement officers -- the executives at large advertisers who scrutinize ad agency budgets in an attempt to save money. Editor Jonah Bloom recently denounced the "obsession with ROI return on investment and the rise of the procurement officer" and wondered "whether procurement had...
- Blog posts 2009-11-17
- Starting A New Business In IT And Getting Clients
- Starting a new business is difficult. Customers don't typically come calling on you right away. Everyone starts somewhere and not all of your first clients will be long term, sweet spot clients. Starting a new business means you don't have your business foundation completed yet. At first you need to...
- White papers 2009-01-01
- Swiss to Hand Over U.S. Names of Wealthy UBS Clients
- By Jason RhodesBERNE (Reuters) - Switzerland will hand over the names of wealthy U.S. clients of UBS UBSN suspected of tax evasion or fraud, to settle a bitter row that cut through bank secrecy and threatened to bring the bank to its knees.The Swiss Justice Department said it will hand...
- News items 2009-11-17
- Katzenbach Partners Profile, Pt. 2: How Collaboration Helped the Company and its Clients Grow
- Just as young consultants are drawn to Katzenbach Partners by the promise of a larger and more fluid role, big-name clients like Aetna and Pfizer come to the firm knowing that they too will be joining forces to attack the challenge at hand. “We have a...
- Blog posts 2007-12-10
- Brazil: Telefonica creates division for large clients.
- Telefonica launched last January a new corporate service in Brazil aimed at large and medium-sized clients. The telephone company has 1,600 large clients, whose telephone expenditures amount to more than R$300,000 per year. Those clients will be Telefonica launched last January...
- Research articles 1999-07-26
- Enfatico CEO Boone: Dell Ain't Everything -- We're Pitching New Clients
- Enfatico CEO Torrence Boone said his agency is already pitching new business. Although Boone always said he wanted to take on other clients with Dell's permission the announcement -- in an interview with DMNews see video below -- is still an eyebrow-raiser because Enfatico was founded with the sole purpose...
- Blog posts 2009-02-21
- UBS Chairman Says Clients "not Harmless Victims": Report
- ZURICH (Reuters) - Clients of UBS facing disclosure of their accounts to U.S. tax authorities were not harmless victims and legal cases against former UBS bankers did not affect the bank, its chairman told Swiss Sunday newspapers. "The clients are not just harmless victims. They knew what they wanted to...
- News items 2009-08-24
- Time Management Strategy For Agents And Advisors: Are You Focused On Attracting The Right Clients?
- This paper explains time management strategy for agents and advisors: the wrong client base prevents you from being able to manage your time no matter what time management strategies you use; the best time management strategy you can use is the strategy of only working with your ideal clients; so...
- White papers 2007-12-01
- The human component: Keeping clients for life. By Karen Caplan Altfest. John Wiley & Sons, Inc. $49.95. (In Review).(Review)(Statistical Data Included) (book review)
- "I OFTEN THINK of myself as a financial social worker," writes Karen Altfest in her new book, "Keeping Clients For Life." "I spend so much time hand-holding for my clients, handling their emotional distress, listening to and "I OFTEN THINK of myself as a financial...
- Research articles 2002-03-01
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