With the recession underway, many companies that are looking for ways to reduce spending have tightened their travel budgets by cutting back on air travel, enforcing stricter travel allowances and substituting trips with web and video conferencing. Indeed, according to a recent corporate travel spending survey by the Association of Corporate Travel Executives (ACTE), 33 percent »more...
Companies no longer operate in an ethical vacuum, but have come to understand that a broader stakeholder analysis is important in the way they interact with customers, employees, vendors, and society at large. Some companies have gone so far as to evaluate and document their stakeholder analyses in a document called the “Corporate Social Responsibility” (CSR) report. »more...
Historically, Google has been very close to the vest with information that could be used for search engine optimization, but recently, they have started to make more information available – the trends analysis within Google Insights is a great example – and it’s a really useful tool. Sure, this information is useful for Marketing to understand »more...
Under the “Fair Disclosure” rules issued by the SEC (Securities and Exchange Commission), US public companies hold a public earnings conference call following the release of quarterly earnings. These calls are also held in conjunction with major announcements such as earnings shortfalls or M&A activity. Typically, the CEO and CFO discuss the previous quarter’s performance followed by a Q&A session »more...
Companies that call their prospects with the most targeted, relevant messages win more deals. Those that don’t do the research, or take too much time searching for information will miss out on opportunities. Here are 3 ways to boost results: 1. Get the “Golden Nugget” Before the Call 30 seconds. That’s the most time a caller has »more...
One of the key questions that needs to be determined by sales reps is “against whom am I competing?” The answer determines not only pricing, but overall positioning of your firm’s value proposition and how to avoid the likely traps competitors will set for your firm. If the rep cannot get a direct answer from »more...