M! BLOG

Recognition Protects Your Marketing Investments

Marketing budgets are bouncing back in a big way. In fact, their growth is outpacing most other company expenditures. Some companies have set aside increases bigger than their growth forecasts. What’s behind this spending—err, pardon me, investment? I corrected myself because investment is exactly the word any CMO would use. Businesses are pouring funds into…
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Recognition Completes Employees

“Show me the money!” Who can forget that iconic line yelled over and over by Tom Cruise in the movie Jerry McGuire? But there was another line from Cruise’s character that is also worth remembering—the one he utters when he is trying to reconnect with Dorothy, the single mom (played by Renée Zellweger). Remember that…
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Time To Reshape Your Sales Approach

Is your sales organization firing on all cylinders? Are your reps operating on par with the best? World class reps outperform all others by more than 250%. Are you anywhere near those numbers? Chances are you’re not. In fact, most sales teams are way behind the curve. Why is that? Don’t blame the economy. On…
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What To Remember About Communications

OK, so you have what you think is a great sales incentive program in place. You feel like you have established objectives that are meaningful to the company as well as its representatives—goals that are within reach but at the same time will still drive a nice rate of incremental return. You have attractive rewards…
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Sales Execs Should Be Looking At Maestro

A recent white paper says that sales people are only selling (or prospecting) about half of their available time. The rest of their days are spent “managing” accounts, attending to paperwork or traveling. The paper’s thesis is that companies should invest in the type of sales automation tools that would free up more of their…
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Winning In A Dealer-Dependent Business

How do you go to market? Is your business dealer-dependent? Does it rely upon channel distributors to explain your value, move your products, and handle all of your financing and service warranties? In the final analysis is your dealer network the face of your brand? If so, your distribution model has its own set of…
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How To Make New Managers Successful

Since when is, “Do nothing” the preferred method of leadership? That’s what I wondered when I picked up the book that encourages new managers to do just that. Think about this scenario for a second: Most managers have had the jobs of the people who report to them. Many were promoted into managerial roles because…
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Internal Communities Of Common Interest

Marketers are very focused on creating communities of common interest—creating awareness, knowledge and enthusiasm about their brand, products andservices. Should HR be doing the same across work groups? According to a research report from DNN, 79% of respondents say that online communities are a “critical channel”. By the end of the year, 77% of respondents…
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Roots And Wings = Success And Loyalty

Roots and wings. That’s what one college professor called it when he talked about the role of education. His point was simple; a school should be providing abalance of both to its students. He defined roots as a sense of community, a feeling of trust, and a culture of shared expectations and values. He categorized…
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Learning How To Lead With Recognition

Can leadership be learned? According to many experts the answer is a resounding yes. In fact, many who have examined how some companies gain a competitive advantage through their leadership programs say not only can you teach leadership, but in many cases you have to. Think about it for a second. Most managers promoted into…
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