What Executives Need to Know About Prospects in the Digital Age

By Lee Frederiksen


It’s no secret that the digital age is here. Nearly all of life’s daily tasks can be achieved online, from paying bills, scheduling appointments and making phone calls to applying for jobs, taking classes, making dinner reservations and even setting your television to record shows. And that’s just a small sampling.

With as much time as we spend plugged in each day, it’s no wonder marketing techniques have also moved largely online. This transformation in the marketplace has led the way for a shift in how buyers look for professional services providers. As prospects are faced with more options and information than ever before, having a strong online presence has never been so important. 

The digital age isn’t just revolutionizing restaurant reservations — it’s also eliminating the previous challenge of geography. Buyers can now find professional services providers virtually anywhere. With more options at their fingertips, buyers’ needs have changed.

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Best-Selling Author Scott McKain Highlighted as October C-Suite Book Club Premier Author

C-Suite Book Club, the premier source of the world’s leading business books for C-Suite leaders and business executives, welcomes Scott McKain as its premiere author for the month of October. In addition to McKain, new business authors will  join C-Suite Book Club, including Peter Shankman, Peter Friedman, Allison Graham, Adrian Ott and Marcia Reynolds.

C-Suite Book Club announced today that Scott McKain, author of “7 Tenets of Taxi Terry” has been selected as this month’s “Premier Author.” In the 7 Tenets of Taxi Terry, McKain talks about Taxi Terry, a cab driver and successful self-starting entrepreneur who combines passion with effort and skill to create distinction in his job and in his life. McKain was so impressed by Terry’s joyful approach to customer service that he incorporated the driver’s inspiring personal philosophy and uplifting advice into his book and speaking engagements.

The 7 tenets are:

  • Set high expectations — then, exceed them!
  • Delivering what helps the customer… helps you.
  • Customers are people — so, personalize the experience.
  • Think logically — then act creatively and consistently.
  • Make the customer the star of your show!
  • Help your customers to come back for more.
  • Creating joy for your customer will make your work — and life — more joyful!

Read the full press release at MarketWired


Collaborate and Communicate With the World’s Most Powerful Business Leaders With the New C-Suite Collective

The C-Suite Network debuts the C-Suite Collective, a members-only community for C-Suite leaders to connect and collaborate with their peers. The online network, powered by Jive Software, is a safe space for executives to discuss issues with likeminded individuals. Executives with titles of VP and above from companies with annual revenues of $10 million or more can request their membership  here: http://c-suitenetwork.com/join/

The C-Suite Network, the world’s most powerful network of C-Suite leaders, today announced the launch of their new C-Suite Collective, an exclusive online community for business leaders to discuss best business practices, industry news and offer support to their peers.

“At the C-Suite Network, we drive for our members to be successful in their career and lifestyle,” said Thomas White, CEO and co-founder of C-Suite Network. “This invitation-only network offers a community of peers, information, resources, motivation and learning at the touch of your fingers.”

Read the full press release at MarketWired

Corporate Structure, Compliance and Compensation Plans Can Stifle Employee Engagement

by Michael Houlihan and Bonnie Harvey


Corporations today say they want a more entrepreneurial culture. Some of the top search terms coming out of the C-Suite are: entrepreneurial culture, employee engagement and employee empowerment. We have been asked to write a companion to our book, “The Barefoot Spirit,” which distills out the essentials necessary to create a positive, productive and growth-oriented culture in corporations. Our new book, “The Entrepreneurial Culture, 23 Ways to Engage and Empower Your People,” has been released. This book specifically targets corporations and provides them with tools that successful entrepreneurs use to engage and empower their people.

Many of these tools can be applied directly to the existing corporate structure. But all culture and all change starts from the top, and the top execs have to be willing to change in order for these tools to work their magic. Many C-Suiters are fearful of change. They feel that it might cause a “revolution” or result in legal challenges or run-away costs.
So, they stifle methods that can empower and engage employees that, in their minds, step on the three sacred corporate cows:

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Are You Really Listening to Your Customers?

In his latest article for Entrepreneur, C-Suite Network CEO Thomas White explores the biggest entrepreneurial opportunity of the next five years: turning your understanding of your customers, through big data and analytics, into opportunities for real, meaningful connections.

I attended a panel discussion “Engagement: The Key to Winning” during this week’s Advertisingweek conference in New York City. My friend Jeffrey Hayzlett was guiding a discussion about what could be considered real customer engagement. He observed that even with all the data companies collect about their customers, businesspeople often don’t listen to some of the most obvious feedback provided. Then customers stop doing business with the companies.

His example was poignant: At one time, he was a top frequent flier on United and Delta. Two years ago, he changed his travel choices and completely stopped flying on Delta after having flown hundreds of thousands of miles on that airline. The company’s response? Silence. He received no communication from Delta after dropping off the company’s radar.

Read the full article at Entrepreneur


Data-Driven Marketing | Step Five: Process is the New Black

by Lisa Arthur


Process is the last step in my five-step series about data-driven marketing. I know, I know, process is not the most popular topic among marketers, and it’s certainly not something marketers usually find “sexy.” However, when process helps you gain an edge over your competitors or increases brand relevance, process can be very sexy. Here’s how you can master process to improve performance and the customer experience, as well as generate more sales wins:

Agree on the definition of process. Make sure your team knows you’re not talking about the old ways of doing business. Processes today are much more sophisticated; they’re purposeful marketing activities that include advances in technology and automation. Process can give you more control in today’s marketing environment. To gain that control, though, you’ll need to identify a process for your company and figure out what analytics are needed for the individual customer, the overall customer and operational performance views.

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Leading Change and Disrupting Industries in the Process

by Neil Gaydon


I was brought into SMART Technologies more than 18 months ago to provide a new direction to a company loved throughout the world of education. I had a global platform to work with as SMART is the largest supplier of interactive displays to educators. We invented the SMART Board 20 years ago, first brought technology en masse to the front of a classroom and changed the world of education with our software and SMART Boards.

However, high penetration rates and budgets being redirected into personal devices and infrastructure meant SMART’s world was changing. Understanding the significant headwinds we were experiencing highlighted the need to diversify into new industries. While this meant significant restructuring, the methodology was simple: Create two independent business units to handle very different industries and customers, establish a customer-centric culture and come up with new product ideas that could disrupt markets that had become tired.

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