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May/June 2006
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FEATURESTORY
Las Vegas’ Love Affair with Small Business Groups
A city known for its high rollers offers red-carpet treatment to businesses on a budget. But it helps to know a few tricks.
People make careers out of event planning, but your corporate penny-pinchers have asked you to once again handle everything in-house. If you're Las Vegas bound, no worries! The city's resorts are ready to win hearts with their extra hands...
Roll the Dice at the Craps Table
8 ways to increase your odds of staging a successful Las Vegas event...
Las Vegas is a Siren Song for Salespeople
How powerful a draw is Las Vegas? Bryant Heating & Cooling Systems, has turned Sin City into "Spin City" with a national sales meeting that draws 2,500 independent dealers who pay their own way to attend the annual event at the Rio Hotel and Casino...
PUBLISHER'SNOTE
Spring Preening **
Spring is a time for growth and new beginnings, and this issue certainly lives up to that. Las Vegas may be for high rollers, but when it comes to serving business groups, even the top resort casinos are intent on not boxing out small and medium companies. More wisdom and insight from our Publisher, Mike Murrell...
SCRATCHPAD
Story Selling: Good Tales Produce More Sales **
Storytelling is at the heart of every good sales presentation. While it’s important to convey the facts, clients are more likely to remember and respond to information contained in an interesting story...
Why Stories Sell **
Whether you sell products, services or ideas, using stories can help you sell more. Read six benefits according to Michelle Nichols...
That’s Why They Call It Sales! **
Competition in industrial sales is fierce and companies constantly battle commoditization, yet many salespeople spend as much as 40% of their time on busywork caused by mistakes, such as order errors, incomplete information and inefficient processes...
Be an expediter for your employees **
Incorporating a command-and-control management style is a sure-fire path to demotivation, say the authors of a report on why employees lose motivation. Instead, they recommend that managers redefine their primary role as serving as their employees’ expediter...
Sealed With A Kiss? **
A kiss on the cheek is making a comeback as an acceptable social greeting, according to a recent New York Times report, and it’s migrating into the world of sales...
Are YOU Over-Coaching? **
One of the toughest aspects of sales management today is determining when and how much to coach employees. Most managers don’t have time for the hand-holding they may have received earlier in their careers...
SALESU
Salespeople talk forever about the ones that got away, but what are they doing to prevent it from happening again? Read about seven common challenges that sales professionals must resolve in order to effectively engage the executive suite.
INCENTIVEPRODUCTS
Incentive Product Focus: Power Up - A New Look At Consumer Electronics
For electrifying incentives, follow the money...(PDF document. Requires free Adobe Reader)
Incentive Alley **
A collection of new ideas for motivating your sales team. Check out these incentives...
SPECIALFOCUS: GIFT CARDS
Gift cards' omnipresence is a sure sign they belong in incentive programs...
What's Your Experience Quotient?
A chief concern with gift cards as incentive vehicles has been their tendency to come and go with little fanfare and even less memorability. However, recent studies indicate that sales managers (and card suppliers) are finding more ways to create...
Gift cards are not cash - not even close. The impact of a well-chosen and properly presented gift card can be every bit as memorable and thoughtful as any merchandise award...
COACHES'CORNER
10 Sales Tips From Hell **
Miller Heiman co-founder Bob Miller begs sales managers to give these myths a prompt and proper burial...
SFXPADVERTISERS
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