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How Can the Discipline of Pricing Drive Improvement for Business Services Firms?

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not.  In fact, 30% of companies reduce pricing by 10-24%.  This variance in pricing leads to poor sales behaviors, customers who expect discounts and most importantly lower profits.

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.  Discipline should not lax as the month ends, quarters close and fiscal year comes to an end.

Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning?

The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary activities to get ready for the annual planning process.

Q3 marks the beginning of the annual planning process. Organizations are starting to compile all the data, documentation and reports to prepare for this effort. Things are really starting to get busy.

A major input to the annual planning process is the Product strategy. Having this input in time gives marketing and sales enough time to prepare, and to learn how to bring new products to market. Without it, an organization starts the year behind the eight ball.

Sales Team Coordination – the Missing Link in Implementing a Customer Experience Framework

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons:

  1. Superior Customer Experience is proven to drive more revenue
  2. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager is a one-two punch for Superior Customer Experience.
  3. Look to Emerging Best Practices to stay ahead of your Peers.

How Top CMOs Quantify Marketing Investment with Revenue Attribution

The buyer’s journey does not follow a linear course. Without revenue attribution, you are exposed—unable to allocate time, money, and resources to the marketing efforts that produce top-line results. If you can’t quantify the collective impact of marketing touch-points, you are left guessing. And that eventually gets you fired, when you guess wrong.

Revenue attribution is a tough issue to scope out. But it’s well worth the effort. Forrester research analyst Tina Moffett states, “B2B companies are seeing an average of 15 to 18 percent lift in revenue as a result of implementing a closed-loop attribution system and then optimizing marketing programs based on the more sophisticated analysis.” The size of the prize, a 15 to 18 percent lift, makes revenue attribution worth pursuing. That’s a game changer. 

2018 Priority: Grow Revenue With Customer Success

We analyzed over 1,000 responses by CEOs and Heads of Sales to SBI’s new Revenue Growth Diagnostic. When asked which aspect of the sales strategy was most important to your company’s success, here were their top four categories:


NEW YORK, NY., July 12, 2018 – Sales and Marketing Executives International (SMEI), the only worldwide educational and relationship-building forum created for sales and marketing executives and entrepreneurs, announced today that Ngoc Son Pham, Procurement Executive with Roche Diagnostics, Ho Chi Minh City, Vietnam, has earned the designation of SMEI Certified Marketing Executive®.

5 questions to climb to new sales heights

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

But, there’s a simple and universal fact working against you. It is impossible to force another person to do anything. You can encourage them to do things. You can compensate them for specific activities. You can threaten their job if they don’t do what you want. But in the end, people must choose to do what you are asking.

3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way.

From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson. Even in the B2B space, 74 percent of buyers report doing more than half of their research this way.

How Connected Marketing Planning Leads to Campaign Success

Maria Pergolino, Chief Marketing Officer, Anaplan, writes about advantages of connected planning and how it can improve the chances for campaign success 

Marketers are idea generators. They’re creative, aggressive, and results-oriented. The discipline that marketers practice, however, is as much a science as it is an art. To be successful, marketing campaigns—and those who plan them—must be grounded in defensible business metrics and held accountable for tangible results.

Business planning platforms are essential for providing the structure, support, and evidence marketers need. They make the process of collecting, combining, and disseminating empirical data much easier, providing a roadmap that significantly raises the chances of campaign success.

5 Ways To Inspire Innovative Thinking

The perception that innovation means big ideas occurring on a macro level is only partly true. Smaller, incremental changes are the other half of the story and can even lead to a new innovation altogether.

“I think it’s a really big problem that innovation is perceived as the next big thing. It inhibits the way that people can contribute to innovation,” said Dr. Amantha Imber, who holds a doctorate in organisational psychology and is the founder and CEO of innovation training consultancy Inventium.

Agile Is The Mindset Of The Modern Marketing Organization

The ability to innovate in marketing and customer experience is inherently intertwined with moving fast enough to keep up with the ever-changing expectations of always-on tech-empowered consumers.

But moving fast can be hard for large enterprises—until now. Some organizations today employ agile marketing, a set of methodologies based on agile software development. The idea is to collocate a group of people across business units to work on solving a common problem via focused collaboration, testing, iteration, and data insights.

The promise? To break down organizational silos and get things done quickly and efficiently, in sync with the rapid pace of technological change happening all around us today.

25 Sales Questions to Qualify Your Leads Faster

You can attribute a lot of great relationships to perfect timing.

When you connect with the right person at the right time, everything seems to just fit.

This is especially true for sales.

Connecting with your lead too early means they won’t be ready to buy.

But if you wait too long, they may have moved on to a competitor.

Unfortunately, finding the perfect time to connect with a customer is complicated.

It’s not like you can set a timer that will ding when they’re ready to connect.

Instead, you need to qualify your leads yourself.


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