News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Robert Minskoff, founder and President of Minskoff Growth Strategies Inc. /
I have sold to and solicited thousands of businesses in my almost two decade long sales career. Have things changed? Absolutely! Has the the buying process changed? Of course! Has social media changed the landscape? Yes! Does your buyer at that major manufacturer or mid sized accounting firm care about what you tweeted yesterday? More then likely not. Do they care if you have a blog? Probably not. Do they care what you post on your Facebook page. Not really.
The cold hard truth in today’s B2B environment is that buyers and prospective buyers want more for less to continually improve their bottomRead More
Paul Chaney / ClickZ / July 10, 2013
Rick Warren’s popular book, “The Purpose Driven Life,” begins by asking, “What on Earth am I here for?” It’s an important question and one that not only individuals should grapple with, but brands as well. Is our purpose merely to shift stock, or is there a greater reason for being?
Taking Warren’s question into consideration, one way to sell successfully via social commerce is to lead with a purpose, not a pitch. Rather than coming straight out of the gate with a sales message, determine a genuine, authentic purpose that is consistent with yourRead More
Peter Goldstone, CEO / Hanley Wood / July 10, 2013
Good news… the construction and design industries are trending up! But the marketing landscape is forever changed. Like you, Hanley Wood is aggressively changing and disrupting our business model. The residential, commercial design and construction industries are recovering from a massive recession, which has compelled us to rethink how we serve you, our customers. Our goal is to “lead the recovery.” This evolution means the next chapter of our company’s history will not resemble the last.
In 2012 we saw significant growth in our data, event and digital businesses. Our focusRead More
Dan Roche / MediaPost / June 4, 2013
Just as texting has become more common than placing a phone call, communicating via social media and through chat functions is slowly replacing email in many situations. In addition to using Facebook, Twitter and LinkedIn, tools like Podio, Yammer and Chatter are becoming more prevalent for business communication. So, why are chat capabilities and real-time communication so important for enterprises?
Here are three reasons your business should consider implementing chat functionality to build stronger customer and team relationships:
- Project Collaboration – Email communication
Tom Nightingale / BtoB / May 20, 2013
“I just flew in from Dallas and boy are my arms tired.” This joke allegedly dates back to the vaudeville era. And while the joke is ancient and hasn’t gotten any better with time, neither have many tradeshow efforts. Last week I was at a B2B conference that included an exhibition floor.
I was amazed that in this day and age, when magazines and Google offer countless tips (Google returned over 23,000 hits when I searched for “trade show best practices”), we still see horrible booths and deplorable show floor etiquette. Sure, some companies really had their houseRead More