10,000 Birds
DECEMBER 16, 2020
It was the month of March, 2017, when I went to Lake Cuitzeo to check up on our migratory waterfowl and shorebirds one last time before they travelled north to breed. But that time, I was shocked to find that about half the birds I had expected were missing — along with half the lake. Lake Cuitzeo is Mexico’s second largest lake, and its uniformly shallow waters make it a powerful magnet for dabbling ducks and shorebirds.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world.
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10,000 Birds
DECEMBER 17, 2020
I don’t know what those so-called meteorologists are doing: they all claim a moderately cold morning, but do not say a word about the fog! Yet, tree branches are covered in hoar frost and the fog is so thick one could cut it with a machete! Of course, I was going – birding, so the view of the fog (certainly not through the fog) has drawn several comments which I will not share here with you… While the Lada 4×4 is bumping along the dirt track (road??
10,000 Birds
DECEMBER 18, 2020
This past Tuesday marked the centenary of the première of The Lark Ascending , a work for solo violin and orchestra by the English composer Ralph Vaughan Williams. One of the most famous of all pieces inspired by birds in the Western classical music canon, The Lark Ascending was influenced by an 1881 poem of the same name by the Victorian novelist and poet George Meredith.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.
Sales and Marketing Management
DECEMBER 18, 2020
Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live. Q: What do you think corporate events are missing, now that they’re online? Event organizers are doing an excellent job of trying to recreate interactive sessions, networking cocktail hours and dinners.
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Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Jess Pingrey of Fit Small Business offers these insights. Buyers are not afraid to make big purchases online. Seventy percent of decision-makers now say they are comfortable making remote purchases over $50,000, and 27% say they would spend more than $500,000 in a fully digital sales interaction.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Russell Wurth Although sales kickoffs will look different in 2021, the circumstances give companies the opportunity to plan a truly unforgettable event. The key to a successful remote SKO is tailoring the event to a virtual setting. Likely each employee will be remote, separated from their team members and unable to genuinely connect with them during the event.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Jake Miller Until the promising COVID-19 vaccines are produced, distributed and widely received by the public, virtual selling will continue to be the norm for B2B sales. Many believe it will be embraced long after the pandemic is behind us. Navigating the world of virtual selling may seem simple, but being a great virtual salesperson takes more than simply shifting every meeting to a video conference.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Charles Brennan Jr. Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. Or perhaps they would could linger a bit, ask for a favor and get access to the person they wanted to meet. Remember those days (less than a year ago)? It was like driving a car on the highway. A rep could cruise along at 60 mph, flip on a blinker, move to the left lane and drive a little faster without any concern of confronting a problem.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Physical charms that work in person don’t always transfer to video calls. Salespeople tend to think that part of their success is due to strong people skills. Because a good deal of personal charisma is reliant on face-to-face interaction, that part of a sales call went out the window in 2020. If some degree of virtual meetings are here to stay, transferring that skill to an online session is vital.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan In today’s buyer-centric world, salespeople need to create value more than ever or they won’t get in front of prospects. If your go-to-market strategy relies heavily on channel partners, that’s one more step you are removed from your ultimate end-user. Training is essential to having success with channel partners, and just as in-person sales calls shifted to virtual due to the global pandemic, so too has channel partner training.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Zachary Ballenger As a marketer, one of your primary goals is to set your sales team up for success. One way to do this is by providing them with the killer content they need to successfully engage with your buyers. However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. .
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.
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Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Remote selling has an information gap, says Liston Witherill, founder of Serve Don’t Sell, a provider of remote marketing and sales training for service-based businesses and independent consultants. In remote selling, less information is transmitted, so more weight is assigned to each individual piece of information. The challenge for the remote seller is to fill in as much of the information gap as they possibly can.
10,000 Birds
DECEMBER 13, 2020
Finally the weather has changed! For months and months we have had to wait patiently for rain. All of the ephemeral lakes have been drying out fast and the land was very dry. The wet season has now started and so far this week it has been perfect. A tropical low was heading towards the coast and it was not likely to turn into a cyclone. Torrential rain without strong winds is perfect.
10,000 Birds
DECEMBER 13, 2020
The holidays that characterize the last few weeks of the calendar year may designate this time of year the season of giving, but nature usually withholds its avian gifts in December. Without a grand migration or even a deepening of whatever extremes of heat or cold your part of the world endures around now, a birder can usually take a breather in mid-December.
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