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- Demand Generation vs. Lead Generation
- Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily available.
- Videos 2009-06-12
- Secrets of Engaging High Level Executives
- What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don't start at the right level and don't ask the right questions. Remember that many people want a piece of the executive's time, so use multiple routes...
- Videos 2009-05-28
- Work Party Etiquette |Leila's House of Corrections
- Everyone cuts loose around the holidays, right? Not if you're a manager. Learn 3 tips that will show both your direct reports and the company's executives that you are sociable, skilled and strategic. If you have questions or suggestions for future video topics, Leila wants to hear from you.
- Videos 2008-12-09
- Back to Basics in Selling
- Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it's all about how you spend your time, getting the attention of executives, building vision and value, and bargaining...
- Videos 2009-05-21
- Pipeline Management
- In this economy, salespeople have to reach out more than ever to connect with leads. Frank Donny, Senior VP of Product Management at Richardson, explains how his company now has two separate pipelines at the beginning of the sales process: leads that marketing has to nurture and qualify for the...
- Videos 2009-07-01
- Where the Jobs Are
- You don't need an expert to tell you it's awful out there in the job market. But wouldn't you like a little guidance on who's hiring now, the most in-demand skills, and the best way to find open positions? Hear from veteran headhunter Dan Kelley, managing partner of Heidrick &...
- Articles 2009-03-05
Additional Resources
- What the Centro case means for executives and directors: Bartholomeusz
- The Australian Securities and Investments Commission's civil action against directors, former directors and former executives of the Centro Properties Group could have quite profound implications for boards and their relationships with their executives and their auditors. The proceedings against six non-executives, past and present, the former chief executive, Andrew Scott,...
- News items 2009-10-21
- Sharing Information With Executives
- Yesterday, I mentioned to folks on Twitter that I used three different analytics tools to measure the same thing. I was trying to quantify how many people viewed a page. Tool #1 Counted 15 "hits". Tool #2 Counted 10 "hits". Tool #3 Counted 9 "hits". ...
- News items 2009-11-18
- Psystar begins deposing Apple executives
- Psystar lawyers have begun deposing Apple executives in the copyright infringement lawsuit brought by Apple last year, the Mac clone maker announced.Surprisingly, it seems that Psystar executives are actually enjoying themselves. In a Thursday post on its Web site called "A taste of their own medicine," Psystar seems to gloat...
- News items 2009-08-14
- Aligned At The Top: How Business And HR Executives View Today's Most Significant People Challenges
- Faced with increased competition, advances in technology and a relentless focus on innovation, senior business executives and Human Resources HR leaders agree that people are vital to all aspects of their company's performance. "Aligned at the Top," a new survey report shows that the strategic people agenda is not being...
- White papers 2007-05-22
- JupiterResearch Finds that Micro-Business Executives Spend More Time Using the Internet Than Any Other Medium
- NEW YORK -- JupiterResearch, a leading authority on the impact of the Internet and emerging consumer technologies on business, has found that executives running very small businesses, also known as micro-business executives, display unique online behavior compared to other online users and small-business executives. Detailed in a new report from...
- Research articles 2007-02-20
- Employees & Executives Alike Feel the Hunger at Whole Foods
- Whole Foods Market is that rare, publicly traded company that actually does align the interests of its management team with those of its workers and stockholders. In fiscal 2008, the natural foods and organic grocery chain's compensation and benefits program continued to reflect the company’s philosophy of egalitarianism. Cash compensation...
- Blog posts 2009-01-27
- IT Executives Predict Slow Recovery
- Released Wednesday, the study found that IT executives are under new and intense pressure to deliver positive return on investment results in half the time they were previously allowed. function showDescimg{ifelementelement.innerHTML = img.alt;}; "U.S. companies are under added pressure to deliver, and IT investments are more critical than ever before,"...
- News items 2009-08-12
- How to Motivate Family Business Sales Executives
- It is very essential to motivate family business sales executives. This article mainly focuses upon various steps or points to motivate them. It is very hard to retain competent, loyal and motivated sales executives. But if you boost their morale, you'll spend less time and effort later trying to get...
- White papers 2002-09-02
- SBC puts Ameritech buyouts on speed dial; More top-level managers now eligible.(executives have 30-day window to take early retirement with enhanced severance package)(Brief Article)(Statistical Data Included)
- The stream of managers departing Ameritech is likely to accelerate this month as up to 220 high-level executives become eligible for a lucrative severance package. The executives have a 30-day window that opened Oct. 8 -- the first anniversary of The stream...
- Research articles 2000-10-16
- Cable executives ponder FCC's effective competition. (FCC local rate regulations for cable television)
- Cable Executives Ponder FCC's Effective Competition WASHINGTON - Cable industry executives and communications lawyers are eagerly awaiting to hear more details about proposed FCC rules which would re-impose local rate regulation on many cable op Cable Executives Ponder FCC's Effective Competition...
- Research articles 1990-12-24
- FX Viewers Hear 'Grosse' Talk.(New York Rangers fan threatens Cablevision Systems executives)(Brief Article)
- It was bound to happen sooner or later. Cablevision Systems Corp. executives were not commenting last week on threats company executives received via the Internet from a disgruntled New York Rangers fan who couldn't watch his beloved team on Madiso It was bound to...
- Research articles 1999-12-13
- 7 AMAZON EXECUTIVES VISIT CHINA
- AsiaInfo Services 10-24-2004 7 Amazon Executives Visit China BEIJING, Oct 20, 2004 SinoCast via COMTEX -- On October 14, seven senior executives from Amazon, the world leading e-commerce portal, visited Chinese government organs. This happ AsiaInfo Services...
- Research articles 2004-10-24
- ANHEUSER-BUSCH COMPANIES INCORPORATED - Anheuser-Busch Executives Express Confidence in Outlook.
- Anheuser-Busch Executives Express Confidence in Outlook for Growth ST. LOUIS, May 22 -- Anheuser-Busch (NYSE: BUD) executives expressed confidence in the company's growth outlook during presentations given today at the company's BUD Inves Anheuser-Busch...
- Research articles 2007-05-22
- Kmart executives leave; Adamson reworks team. (Retail briefs).(Brief Article)
- TROY, MI -- Two executives brought in to Kmart during the reign of former president and ceo Chuck Conaway have resigned, the company confirmed, as did three other executives. The Conaway hires, David Rots, executive vp and chief administrative offi TROY, MI -- Two...
- Research articles 2002-04-01
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