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NewsNews from Selling Communications, Inc.
Hebert Named Social Media Editor at Selling CommunicationsPaul Hebert, Principal and Managing Director of I2I, incentive industry expert and early practitioner of social networking and related engagement strategies, has been named Social Media Editor for Selling Communications, the Enterprise Engagement Alliance and its Engagement Strategies print and online information service. Hebert is a pioneer in social-networking strategies, realizing early on that social networking provides an ideal way for people to connect and keep each other informed about the latest news and developments in areas of common interest. His firm, I2I (http://www.i2i-align.com), provides engagement consulting services based on proven motivational theory, behavioral economics and social psychology – enabled by technology – to companies seeking to increase performance by engaging key audiences. Selling Communications, Inc. is a business development company that focuses on helping companies improve marketing efficiency by identifying and building relationships with the people most likely to buy. It provides strategic planning; sales material development (including content-oriented Web sites and presentations); database marketing; direct telephone sales; Webinars; public relations and social networking services. It was founded on the premise that companies get better results when they focus on helping their customers, not just selling to them. Enterprise Engagement can be followed through:
^^ Return to Top ^^ Motivation Strategies Becomes Engagement StrategiesEngagement Strategies Magazine (ESM) is the new name for Motivation Strategies magazine and online information center at EngagementStrategiesOnline.com. The quarterly magazine, which is the official print magazine of the new Enterprise Engagement Alliance, will expand its coverage to include all of the key areas of Enterprise Engagement, including leadership, management, training, communications (in print, in person, online and through promotional products), incentive programs, rewards and recognition, compensation and technology. The magazine and online information service are designed for corporate executives and managers, as well as engagement suppliers, seeking the latest news, research, case studies and leadership profiles related to this emerging field. “The incentive field, where Motivation Strategies had its roots, has now become significantly broader as organizations increasingly understand the importance of engaging key customers, distribution partners and employees,” says Bruce Bolger, Publisher. “We believe there’s a need for a publication that serves as a gateway to the entire field of engagement, helping corporate executives and suppliers find all of the resources that can help them succeed, including dozens of related publications covering different aspects of engagement to whom ESM will point our readers, as we will to any source of information that can help them profit from engagement.” ESM Editorial Director Richard Kern adds that “…the issue of engagement should concern every executive and manager. We are designing ESM to help managers and executives profit from this exciting approach to improving business results.” ^^ Return to Top ^^ Enterprise Engagement Alliance Takes Over Expo and ConferenceThe Enterprise Engagement Alliance, a newly formed alliance of leading corporations, associations, media companies and marketing services companies with an interest in Enterprise Engagement, will assume management of the 2010 Enterprise Engagement Expo & Conference in New York City. The new program will be developed in conjunction with the EEA Executive Committee and Advisory Board of executives involved with all areas of engagement, including corporate management, association management and suppliers of engagement services and products. The new education program governing committee includes: Executive Committee:
Advisory Board:
Trends, Tactics, And ToolsWeb marketing gains at old media expense. The analysts who track advertising predict Internet advertising will grow by over 20 percent this year, while traditional media remains flat. Apple Keeps Rolling. More iPods and iTunes turn up as incentives in all types of promotions, and CBS and NBC have now enhanced their value by announcing their plans to sell television programming of popular programs via cable on demand for 90 cents, within hours of the initial broadcast. It proves the notion that’s what hot with consumers is hot as an incentive, and vice versa. Make sure your brand has a purpose. This is the gist of an excellent article entitled “It’s the Purpose Brand, Stupid,” by Clayton Christensen, Scott Cook, and Taddy Hall. A purpose brand, they assert, “is like a two-sided compass. One side guides customers to products that will do the job needing to be done. The other side guides the company’s product designers, marketers and advertising as they develop and market improved products.” A purpose brand, they say, clarifies how it will help people get a job done; the extra price it can command is actually the “wage” customers will pay for the brand to get the job done. Look at your Web site and promotional material: does it simply explain what you do or describe a clear solution to a pressing business problem? Cendant manages leads with rapid-response system. By successfully implementing a lead-generation tool customized to its needs, the real-estate division of lodging and hospitality corporation Cendant generated and passed along to its realtors 240,000 qualified leads in roughly a year, according to the company. The key to the success is a proprietary lead distribution and management system, the company says. Lead management is the next frontier of marketing return-on-investment measurement; it has become so easy to manage leads and prove their worth, there’s no reason not to. For ideas on lead management, contact Jim Kilmetis at 914-591-7600, ext. 229, or jkilmetis@sellingcommunications.com. Gift cards keeps booming. Both consumers and businesses continue to flock to gift cards, with all surveys pointing to increased usage at the consumer level and near saturation use in the business-to-business category. According to the latest Incentive Federation survey, well over 50 percent of companies use gift cards. Now, the chief problem for suppliers is that everyone has a gift card, putting market-share pressures on companies that have been accustomed to unfettered growth. In the next phase of the gift card lifecyle, the winners won’t only be those with desirable products, but also those who get to market more efficiently. Business intelligence provider adds vertical market coverage. First Research provides intelligence tools for salespeople seeking detailed information on specified industries. Its reports offer useful background for salespeople going after new markets or companies in markets with which they are not familiar. Go to www.firstresearch.com. ^^ Return to Top ^^ Latest News From Selling CommunicationsTo subscribe to the Results Marketing Industry Insider e-mail newsletter and to any of our other print and e-mail publications, please click here. ^^ Return to Top ^^ |
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