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Posted in B2B, Brand Managment, Consumer Behavior with tags , , , , , , on December 1, 2011 by Consultant

Team Motivation – Tips for Motivating Team

A group heading towards a common objective will perform best when it is motivated as a team. Team motivation is determined by how well the team members’ needs and requirements are met by the team.

Some tips for effective team motivation are as follows:

The team’s objective should well align and synchronize with the team members needs and requirements.
Give in written the team’s mission and ensure that all understand it (as mission is a foundation based on which the team performs).
For maintaining motivation, the team should be given challenges (which must be difficult but achievable) consistently.
Giving a team responsibility accompanied by authority can also be a good motivator for the team to perform.
The team should be provided with growth opportunities. The team’s motivation level is high when the team members feel that they are being promoted, their skills and competencies are being enhanced, and they are learning new things consistently.
Effective and true leaders can develop environment for the team to motivate itself. They provide spur for self- actualization behaviours of team members.
Devote quality/productive time to your team. Have an optimistic and good relation with your team members. This will make you more acquainted with them and you can get knowledge of how well they are performing their job. Welcome their views and ideas as they may be fruitful and it will also boost their morale.
Motivation is all about empowerment. The skills and competencies of the team members should be fully utilized. Empowering the team members makes them accountable for their own actions.
Provide feedback to the team consistently. Become their mentor. Give the team recognition for good and outstanding performance. Give the team a constructive and not negative feedback.
Discover and offset the factors which discourage team spirit such as too many conflicts, lethargy, team members’ escape from responsibilities, lack of job satisfaction, etc.


Posted in Consumer Behavior, CRM, eMarketing, Management with tags , , , , , , , , , on December 1, 2011 by Consultant

Self Motivation at Work

Self-motivation is a power that drives us to keep moving ahead. It encourages continuous learning and success, whatever be the scenario. Self-motivation is a primary means of realizing our goals and progressing. It is basically related to our inventiveness in setting dynamic goals for ourselves, and our faith that we possess the required skills and competencies for achieving those challenging goals. We often feel the need for self-motivation.

Following are the ways/techniques for self-motivation:

Communicate and talk to get motivated: Communicating with someone can boost up your energy and make you go on track. Talk with optimistic and motivated individuals. They can be your colleagues, friends, wife, or any one with whom you can share your ideas.
Remain optimistic: When facing hurdles; we always make efforts to find how to overcome them. Also, one should understand the good in bad.
Discover your interest area: If you lack interest in current task, you should not proceed and continue with it. If an individual has no interest in the task, but if it is essential to perform, he should correlate it with a bigger ultimate goal.
Self-acknowledgement: One should know when his motivation level is saturated and he feels like on top of the world. There will be a blueprint that once an individual acknowledge, he can proceed with his job and can grow.
Monitor and record your success: Maintain a success bar for the assignments you are currently working on. When you observe any progress, you will obviously want to foster it.
Uplift energy level: Energy is very essential for self-motivation. Do regular exercises. Have proper sleep. Have tea/coffee during breaks to refresh you.
Assist, support and motivate others: Discuss and share your views and ideas with your friends and peers and assist them in getting motivated. When we observe others performing good, it will keep us motivated too. Invite feedback from others on your achievements.
Encourage learning: Always encourage learning. Read and grasp the logic and jist of the reading. Learning makes an individual more confident in commencing new assignments.
Break your bigger goals into smaller goals: Set a short time deadline for each smaller goal so as to achieve bigger goal on time.


Posted in B2B, Brand Managment, Consumer Behavior, CRM, eMarketing, Management, Marketing Mix (New Concepts), Search Engine Optimization with tags , , , , , , , , , , on December 1, 2011 by Consultant

Disadvantages of Planning

Internal Limitations

There are several limitations of planning. Some of them are inherit in the process of planning like rigidity and other arise due to shortcoming of the techniques of planning and in the planners themselves.

  1. Rigidity
    1. Planning has tendency to make administration inflexible.
    2. Planning implies prior determination of policies, procedures and programmes and a strict adherence to them in all circumstances.
    3. There is no scope for individual freedom.
    4. The development of employees is highly doubted because of which management might have faced lot of difficulties in future.
    5. Planning therefore introduces inelasticity and discourages individual initiative and experimentation.



  2. Misdirected Planning
    1. Planning may be used to serve individual interests rather than the interest of the enterprise.
    2. Attempts can be made to influence setting of objectives, formulation of plans and programmes to suit ones own requirement rather than that of whole organization.
    3. Machinery of planning can never be freed of bias. Every planner has his own likes, dislikes, preferences, attitudes and interests which is reflected in planning.



  3. Time consuming


    1. Planning is a time consuming process because it involves collection of information, it’s analysis and interpretation thereof. This entire process takes a lot of time specially where there are a number of alternatives available.
    2. Therefore planning is not suitable during emergency or crisis when quick decisions are required.



  4. Probability in planning
    1. Planning is based on forecasts which are mere estimates about future.
    2. These estimates may prove to be inexact due to the uncertainty of future.
    3. Any change in the anticipated situation may render plans ineffective.
    4. Plans do not always reflect real situations inspite of the sophisticated techniques of forecasting because future is unpredictable.
    5. Thus, excessive reliance on plans may prove to be fatal.



  5. False sense of security
    1. Elaborate planning may create a false sense of security to the effect that everything is taken for granted.
    2. Managers assume that as long as they work as per plans, it is satisfactory.
    3. Therefore they fail to take up timely actions and an opportunity is lost.
    4. Employees are more concerned about fulfillment of plan performance rather than any kind of change.



  6. Expensive
    1. Collection, analysis and evaluation of different information, facts and alternatives involves a lot of expense in terms of time, effort and money
    2. According to Koontz and O’Donell, ’ Expenses on planning should never exceed the estimated benefits from planning. ’


External Limitations of Planning

  1. Political Climate- Change of government from Congress to some other political party, etc.
  2. Labour Union- Strikes, lockouts, agitations.
  3. Technological changes- Modern techniques and equipments, computerization.
  4. Policies of competitors- Eg. Policies of Coca Cola and Pepsi.
  5. Natural Calamities- Earthquakes and floods.
  6. Changes in demand and prices- Change in fashion, change in tastes, change in income level, demand falls, price falls, etc.

Posted in B2B, Consumer Behavior, eMarketing with tags , , , , , on November 29, 2011 by Consultant

How to Build Your Own Customized B2B Prospecting Lists for Free

customized prospecting list is a great resource for your cold calling, direct mail, and email marketing efforts. If you prefer to “do it yourself,” here are nine steps for building a free B2B marketing database for your outbound marketing campaigns.

1. Identify the industry

Start by picking the industry and, if possible, the sub-industry. Some of the resources listed at the end of this article offer free industry lookup, including and You can also conduct a SIC code lookup for the target industries at Build separate lists if you want to cover multiple industries.

2. Identify companies

Define the broad criteria that will help you identify companies within the chosen industry. You can segment by revenue, geography, number of employees, etc. (e.g., software product companies with a revenue range of $100-$500 million in North America).

Perform searches using those free tools I mentioned to come up with the list of companies. This step will help you determine the market size. If you come up with, say, 500 companies on your list but you need more, adjust the industry criteria and run another search.

3. Select companies

You can now select the companies you like. Download or copy the list of companies to a spreadsheet. Keep all the data you get, such as revenue, industry, number of employees, etc., with the company name in the spreadsheet. That will later help you segment and target your marketing campaigns.

4. Identify titles or roles

Build a list of keywords that appear in the titles of your targets. If your decision-makers are not easily identifiable by title, identify the department your target contact is likely to be located in, such as IT, Human Resources, Marketing, Manufacturing, etc. You may have to conduct role-based contact discovery instead of title-based discovery.

5. Choose level

Define what level of decision-maker, user, or influencer you intend to target, such as manager, director, VP, C-level, etc.; also, clearly note the levels you do not want to target, such as analyst, coordinator, assistant, etc. Doing so will help you select or drop those contacts in subsequent searches. It can also serve as a guideline in case you decide to give this list-building job to an intern or to outsource it to a list-provider company.

6. Standardize spreadsheet format

In the header row, write all the data attributes you want to capture (e.g., name, mailing address, phone number, email). Check the import format of your CRM (if you are using one) to make importing easy. A uniform format will immensely help you organize, segment, and analyze the data.

7. Begin Internet research

Internet research is the most important and time-consuming step. Check out (a) the company website (b) LinkedIn (c) search engines (d) industry associations, etc. Do that in the same order of priority to get the most relevant and accurate information.

Keep filling your spreadsheet with information you get on your prospects. In certain cases, you may not be able to fill in all the data attributes of a particular contact. Don’t worry; just keep moving through your list.

8. Refine the search process

Note the time you are spending on research. Try to optimize the research time and benchmark it (e.g., 10-12 contacts per hour). That will help you budget your time to build the list for your outbound marketing campaigns.

Determine whether you can build the lists yourself or need more resources. For example, if your goal is to build a database of 1,000 contacts, and your research is producing 10 contacts per hour, you know you will need 100 hours of research.

9. Validate

Start calling to verify the prospect list you just built. Many times, front-office staff or an assistant will be able to validate the information. Remember, you are not marketing or selling to them at this stage. Draft a calling script that’ll quickly help you verify the contact information.

Free Web resources for building B2B marketing databases