Mind Your Business

jigsaw

Many companies are failing to provide their salespeople with one vital component of their training mix – business knowledge. Dave Stein explains why the ability to articulate business value must be more of a priority. It is vital for any company trying to sell something that is likely to have measurable value to potential buyers that they can quantify and prove the business value of their product or service. While this is by no means a new concept, it is particularly relevant in the current climate. The sales trainer and consultant Mack Hanan suggested this idea in some books over the past 40 years, including Consultative Selling (1969). When I…

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McGovern PR launches online PR content service

McGovern PR launches online PR content service

McGovern PR’s online division has launched a copywriting service that provides interactive content for websites to generate online publicity and drive social media campaigns. According to the firm’s managing director, Mary McGovern (pictured), editorial content has the advantage of delivering stickiness by engaging readers on issues they care about as opposed to a hard sell advertising message. The new service is designed for use within social media networks. According to McGovern, it creates interactive user-generated content and provides a lower cost service to companies to ensure for online content longevity. “Online editorial content combined with social media optimisation has the potential to ensure that news is distributed virally to greatly…

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Accenture becomes first sponsor to drop Tiger

Golfing legend Tiger Woods’s sponsorship woes continued today as consultancy firm Accenture announced it is to end its deal with him, saying it believed he was no longer the “right representative” for its advertising. Accenture has followed Gillette in distancing itself from Woods. Although not completely severing its ties,Gillette recently announced it would not be airing advertisements featuring the golf star or including him in public appearances for an unspecified amount of time. The companies made their decisions following a bizarre car crash that took place outside Woods’ home last month, which saw the legendary golfer plough his vehicle into a fire hydrant. Woods subsequently admitted to marital infidelity in…

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Mark Little to take one year leave of absence

mark little

RTÉ Prime Time presenter, Mark Little, has announced he is to take a year’s leave of absence to pursue a project that combines digital media and global journalism. His leave of absence will begin in the New Year. In a statement issued today, Little said the rise of social media platforms like Youtube, Twitter and Facebook provides an opportunity for journalists to change the way they report the world. “I would like to take a more direct role in that transformation,” he said. “Unfortunately, that means taking a break from my work with Miriam and the Prime Time team who have been like a family to me.  In particular, I…

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Sunday Times, Star titles score in UK ABC figures

The only national daily newspaper title in the UK to register an increase in year-on-year circulation was The Daily Star, according to the newspaper ABC data released today. Circulation at the tabloid increased by just over 20pc for the year, to an average 887,106 copies per day. The title’s sister paper, The Daily Star Sunday, was also up, by 6.6pc to 414,533 The Sun remained the most popular daily title with a circulation of 3,121,407, which represented a slight fall of 0.4pc year-on-year. The next most popular title was the Daily Mail, with 2,178,640 copies, down just over 4pc. The biggest fall in circulation was recorded by INM’s The Independent,…

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News Corp Posts Q4 Losses, Murdoch Charge for News

Rupert Murdoch

One of the world’s biggest media companies, News Corporation, today revealed that fourth-quarter operating income had slumped by over 30pc to US$3.6bn, a US$1.7bn decline from the record US$5.3bn in operating income reported during the same quarter a year ago. The Chairman and Chief Executive Officer Rupert Murdoch (pictured) also warned in a conference call following the results that the group is planning to charge for news. News Corp, whose assets include TV station Fox, social-networking website MySpace, newspapers such as the Wall Street Journal and the New York Post, and the 20th Century Fox film studio, reported a fourth-quarter net loss of US$203m (US$0.08 per share) compared with net income…

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Taking on Technology

Technology is offering pretty convincing answers to some of the challenges for today’s salespeople. In the first of two articles, Dave Stein explains why. New and evolving technology has an important role to play in enhancing sales performance in two particular ways. First of all, it can be very effective in enabling sales learning, which I firmly believe should not be seen as a one-off event, but more as an ongoing process that never stops. In terms of day-to-day selling, meanwhile, technology can certainly help salespeople do their jobs both more effectively and more efficiently, whether it’s used before sales meetings, for phone calls, or when they’re planning a sales…

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US email marketing spend forecast to reach $2bn by 2014

emailmarketing

Spending on email marketing in the US will grow by 14pc each year to 2014 to reach $2 billion by 2014, a new forecast from Forrester Research reveals. Falling cost per thousands (CPMs), a high return on investment, and growing use of social email accounts will all fuel the use of email by direct marketers, according to the forecast, which also predicts that consumers will each receive more than 9,000 email marketing messages annually – equating to 25 a day – by 2014. “By 2014, direct marketers will waste $144m on emails that never reach their primary target,” said Forrester Research vice president and principal analyst, David Daniels. “Successful direct…

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Muzu.tv Wins Top Prize at IIA Awards

Dublin-headquartered online music video site Muzu.tv, which has struck major deals with labels like Universal, Sony BMG, and EMI, picked up last night’s top gong at the IIA NetVisionary Awards for its breakthrough in building a commercial model for the music business in the digital economy. Muzu TV allows fans to create, watch and share music-video playlists. Users can create video playlists from thousands of videos and embed them on their social- networking sites. The site generates its revenue by sharing ad revenues with artists and labels. “This year’s Overall Net Visionaries, Ciarán Bollard and Mark French of Muzu TV, have developed a TV website and distribution platform that shows…

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Sky to launch Green Button advertising

Sky has announced the launch of its Green Button advertising service, which gives viewers the option to watch long-form commercials. The company says that final testing is in progress with the service expected to launch in June 2009. The new service has been developed using the same technology as Sky’s Green Button programme reminder facility. It allows advertisers to prompt viewers to press the green button on their Sky remote to book longer-form content into their Sky Guide or to record content onto their set-top box. This longer form content, which can be anything from two minutes to two hours in length, will include extended versions of TV ads, behind…

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