The Stevie Awards Blog

How a Stevie Award Winner’s Strategy Contributed to DHL’s Success

Posted by Maggie Gallagher on Thu, Nov 20, 2014 @ 09:53 AM

Strategy to Revenue, a global sales performance company, won a Gold Stevie® Award in the Sales Awards categories of the 2014 Stevie Awards for Sales & Customer Service, the world's top sales and customer service awards program. The 2015 Stevie Awards for Sales & Customer Service are currently accepting entries. 

GET THE ENTRY KIT HERE.  

Strategy to RevenueStrategy to Revenue’s Stevie Award winning nomination outlines how they worked with DHL Global Forwarding to achieve sales excellence. We talked with Matt Downes, Executive Vice President of Global Sales & Marketing, about what his company is doing to help its clients, and what he brought back from his experience at the Sales & Customer Service Awards in Las Vegas last February.

To provide some background on his company’s mission and vision, Matt explained that the company was established in 2008 and named Strategy to Revenue (STR) in order to telegraph that sales training should be deployed both to support the implementation of a company’s go-to-market strategy and to deliver revenue in line with the business plan. Said Matt: “We believe sales training is important only if it improves aligned sales performance and accelerates revenue.”

The founders of STR had many years of experience in leading premier sales training companies that provided sales effectiveness solutions to global organizations in transformation. “Our collective experiences have directly informed our point of view and our approach,” Matt told us.

A True Partnership

We asked Matt what winning a Gold Stevie® Award had meant to his company.  He told us that it had been a tremendous accolade for STR.  “The award is recognition that our innovative thinking and our approach to tackling the sales performance challenge head on is working,” he said. “What makes it extra special is winning this award in collaboration with our client DHL, as we have managed to develop a true partnership in supporting their growth strategy where the sales organization is at the heart of this success.”

He added: “Without doubt, the Stevie Awards for Sales & Customer Service is one of the most respected and well known awards in the sales training and performance industry, so to be ranked up alongside other leading companies is fantastic for STR.”

Innovative Thinking

We asked Matt for some insight into his company’s innovative thinking. “We think few sales enablement or training programs have delivered the intended business impact because most training providers have failed to address obstacles in sales performance improvement,” he told us.  The examples he cited include:

- a lack of individual and team motivation to learn;

- inability to transfer learning into behavioral change in the field;

- difficulty in integrating new marketing collateral and product/service information into sales activity;

- poorly implemented tools supporting misaligned processes;

- inability to adapt to different customer requirements and situations; and

- lack of sales organizational/cultural alignment. 

Collaboration is Key

Continued Matt: “We also recognize the changing role of the Salesperson and, perhaps more importantly, the Sales Manager, as well as the increasing contribution that technology makes to learning. These obstacles present challenges to be resolved. This is our mission: to accelerate revenue by addressing these issues head on and resolving them. We can only do this in collaboration with our clients and other suppliers, so collaboration is key.”

A Source of Competitive Advantage

“Our continued focus is to work with our global clients to create sales performance programs that are motivating, embrace the culture of the organization, and are seen by the Sales team as a source of competitive advantage,” Matt explained. “In the right circumstances, we believe that Salespeople will take responsibility for improving their performance and see learning as a formidable tool to help them.”

Improving Sales Performance

We asked Matt for some tips on how companies can improve their sales performance.  Following are some of his suggestions:

“Making a shift in sales behavior and productivity in the sales organization continues to be one of the hottest topics for every company out there.” suggested Matt. “What has become absolutely evident over recent years is that without sales leadership and first-line sales management alignment and com-mitment to any sales training initiative, the chances of a successful impact on sales performance are slim. 

“We have seen this happen all too often at companies that invest in high profile programs such as value-selling methodologies, value-proposition messaging, sales skills, or business acumen.  When they review the impact 12 months later, they recognize that it didn’t move the needle.”

Pipeline Management

According to Matt, there are two things that STR is absolutely focused on and which the company believes will help tackle this: 

“Firstly, investment into the sales management to ensure a consistent cadence and approach to pipeline management, and performance coaching aligned to the business metrics driving revenue and margin.  Sales Managers need to be able to anticipate potential issues in the pipeline before it’s too late, and then translate that into positive action through coaching. 

“Secondly, a ‘Certification’ approach to any sales training program that hits the field and a focus on evi-dence and observation that a change in sales behavior is taking place.”

Comments Matt: “I would argue that for every training dollar you spend, 30% should be focused on ensuring it is adopted in the field, otherwise the other 70% is being wasted. If companies can get these two things right–and at the same time ensure they have a solid customer-aligned Sales Process, sales tools automated inside the CRM, skills curriculum and effective proposition messaging, and collateral from marketing–then the chances of success are significantly improved.”

A Perspective on Sales Performance

We asked Matt if there were any online tools he found particularly useful in his work. “There are so many blogs out there right now covering thought leadership, insights, and opinions on the sales performance challenge,” Matt told us.  “I find the Top Sales World website very good as it brings together a number of thought leaders and blogging sites that all have good perspectives.  We also have our own STR Google+ site, where we comment on interesting blogs and post our own insights.  Check it out!”

Making A Difference

Finally, we asked Matt what personally motivated and inspired him about his work. “What keeps us all inspired is constantly looking to push the envelope when it comes to motivating sales organizations to improve their performance,” he told us. “The combination of talent inside STR–including our sales best practice experts, our content and creative designers, and our multimedia and learning technologies team–means we have all the ingredients to bring new thinking to market quickly and to execute these solutions with our clients to make a difference.  Not many companies can do that!”

About Matt Downes

Matt is one of the founders of STR and leads Global Sales & Marketing for the company.  Prior to STR, Matt spent eight years working for other global sales training and performance companies engaging with Fortune 500 companies.  During that time, Matt lived in the US and led a sales transformation practice before returning to the UK to launch STR in 2008. 

Outside of work, Matt is passionate about sport and is kept busy enjoying life with his wife Rosie and their three children Joe, Olly, and Bella.  Matt holds a BSc in Business Information Technology Manage-ment.

About Strategy to Revenue

Strategy to Revenue designates itself the 'Revenue Acceleration' company, delivering strategic consultation and sales execution programs that help businesses transform the way their sales forces sell. STR has created a unique position in the sales training industry by combining sales and management best practice, instructional and creative design expertise, and technology and broadcast media to make sales performance programs engaging and motivational for the sales force. For more information, go to: www.strategytorevenue.com

Tags: customer service awards, business awards, sales awards, contact center awards, business development awards

Stevie Awards for Women in Business Announce Winners in 11th Annual Competition

Posted by Maggie Gallagher on Mon, Nov 17, 2014 @ 10:34 AM

World's Top Honors for Women Entrepreneurs, Executives, Employees and the Organizations They Run Were Presented in New York Before More than 400 Accomplished Women From Around the World

Women in BusinessShining a spotlight on women executives, entrepreneurs, and organizations run by women, the Stevie® Awards for Women in Business announced the results of its 2014 competition on Friday, November 14.

The Stevie Awards for Women in Business is an international competition produced by the creators of the prestigious International Business Awards and American Business Awards. The Stevie is widely considered to be the world’s premier business award.

With more than 400 businesswomen and their guests in attendance, the awards were announced at a gala dinner at the Marriott Marquis Hotel in New York City. Nations represented at the event include Australia, Bulgaria, Canada, India, Israel, Japan, Lebanon, the Philippines, South Africa, Spain, the United Arab Emirates, the United Kingdom, the U.S.A. and Venezuela.  The presentations were broadcast live across the U.S.A. by Biz Talk Radio.

More than 1,200 nominations from organizations and individuals in 22 nations were submitted to the awards this year for consideration in categories including Entrepreneur of the Year, Executive of the Year, Most Innovative Company of the Year, and Best New Company of the Year, among others. More than 160 professionals around the world participated in the judging process to determine the Finalists and then the Gold, Silver and Bronze Stevie Award placements.

Grand Stevie Award trophies were presented to the seven organizations that submitted the best body of entries to the competition, in their own names or in the names of one or more clients. Winners were determined by the number of Gold, Silver and Bronze Stevie Awards won in the competition.  The Grand Stevie Award winners are:

  •     Accenture, Chicago, IL U.SA. (#1)
  •     NEI Global Relocation, Omaha, NE U.S.A. (#2 – tie)
  •     iFinance Canada, Toronto, ON Canada (#2)
  •     Nerium International, Addison, TX U.S.A. (#4)
  •     MWW, East Rutherford, NJ U.S.A. (#5 – tie)
  •     Jeunesse Global, Orlando, FL U.S.A. (#5)
  •     LLORENTE & CUENCA, Madrid, Spain (#5)

Notable Gold Stevie Award winners from this year’s competition include:

  • Century 21 Real Estate, LLC, Boston, MA U.S.A. -  Social Media Focused Campaign of the Year
  • Michelle Dennedy, VP and Chief Privacy Officer with McAfee, Redwood City, CA U.S.A. - Woman of the Year – Technology
  • Prime Therapeutics, Eagen, MN U.S.A. - Best New Consumer Service of the Year
  • JuE Wong, CEO of StriVectin, New York, NY U.S.A. - Female Executive of the Year - Consumer Products
  • Ffyona Dawber, CEO of Synergy Vision Ltd, London, United Kingdom - Female Entrepreneur of the Year - Business Services
  • IBM, Armonk, NY U.S.A. - Online Marketing Campaign of the Year
  • Justine Curtis, CEO of Inspired Adventures, Darlinghurst, NSW Australia - Female Entrepreneur of the Year in Asia, Australia or New Zealand
  • Propeller Resources, Portland, OR U.S.A. - Startup of the Year
  • Christina Smedley, VP Global Brand and Communications with PayPal, San Francisco, CA U.S.A. - Female Executive of the Year - Consumer Services

The 2014 Gold, Silver and Bronze Stevie Award winners reflect a diverse group of large and small organizations from around the globe. Organizations that won more than one Gold Stevie Award include Accenture, Bitsy’s Brainfood, Dubai Police General HQ, LLORENTE & CUENCA, MWW, Nerium International, Newberry Executive Solutions, LLC, and Xceed Financial Credit Union.  For a complete list of Stevie Award winners and more information, visit www.StevieAwards.com/Women.

Entries for the 2015 edition of the awards will open next May.

Tags: business awards, stevie awards for women in business, Women in Business, Woman of the Year

Listen to the Women in Business Awards Live This Friday

Posted by Michael Gallagher on Mon, Nov 10, 2014 @ 12:41 PM

The 11th annual Stevie® Awards for Women in Business, the world's top honors for women entrepreneurs, executives, employees, and the organizations they run, will be presented this Friday, November 14 at the Marriott Marquis Hotel in New York.  More than 400 women and their guests from around the world will attend.

SAWIB13winnerThe presentations will be broadcast live across the U.S.A., and simulcast worldwide via the web, by Biz Talk Radio, from 7:30 pm eastern time on Friday.  Listen in and follow along with a copy of the awards dinner's official program book.

Finalists in the 2014 awards were announced last month.  This Friday the Finalists will find out whether they've won Grand, Gold, Silver or Bronze Stevie Award status.

So who's coming to New York City for Friday's gala event?  Here are the organizations who have already booked their place for the awards dinner.  Tickets are still available.

11mark  
6Sense  
ABS-CBN Corporation
AccountingDepartment.com  
All Channels Communication Group
ALOM  
Amadeus  
American Express Global Business Travel  
ARIIX
A-T Solutions
AT&T
Bahwan CyberTek  
Best Doctors  Inc.
Bhava Communications
Bitsy's Brainfood  .
Biz TV
BLAMtastic  LLC  
Bombshell Productions  
Collective Bias  
Complete Active Living  
Confirm Biosciences  
Curemark  
Deborah Mitchell Heaven Health & Beauty Ltd
Decisive Minds  LLC  
Dell Boomi  
Delta Air Lines
DentaSpa Seminars  
Descriptive Video Works  
Digital Risk  
EMC
EnergyRICH® Coaching  Inc.  
Esprit de Mami Corporation
Exceptional Business Solutions, LLC
Experian Marketing Services  
Extreme Networks  
eZCom Software
Fabric Innovations  
Fareportal
Financial Voyages LLC
FIS  
Gabriel Marketing Group
GALILEO RESEARCH AND STRATEGY CONSULTANCY LLC  
GE Software  
Girls Leading Our World
Global Good Fund  
Gridstore  
Grow Marketing  
Hansen Technologies  
HARMAN  
Hewlett-Packard Company  
HirePerfect
Home Development Mutual Fund (aka Pag-IBIG Fund)  
Home Rental Services  
IBM  
iFinance Canada Inc.
In-Flight Crew Connections  LLC.  
inVNT
Isagenix International  LLC.
iTalent Corporation
Jones Publishing (Citywealth)
KAY Corp.
KC Projects  
Lexicon  Inc.  
Lisa Tener  Book Coach
Liz Palmer Media Group Inc.
LLORENTE & CUENCA
Lovell Corporation
Lyons Consulting Group  
Marketsmith  Inc.
MarketStar  
Martz Parsons
Mblox Inc.  
McAfee  part of Intel Security  
McKinsey Development  Inc.  
Medical Observer
Miller Street Dance Academy  
Mosaic Sales Solution
Mosman NewMedia Inc.
National Merchants Association  
NEI Global Relocation
Nerium International  
New Family Organization  
Newberry Executive Solutions  LLC
Nicor Gas  
Novitex Enterprise Solutions  
NurseWise  
One Stop Environmental  
Origami Owl
Orion Associates Incorporated
Panache
Pascale Communications  
Pathways Community Interest Company
PepsiCo AMEA
PepsiCo SACCAF  
Picore International
Pink Elephant  
Plasticity Labs  
PPC Ltd
Pretty Pushers  Inc.
Prime Therapeutics
ProcessPro  
Proforma Printelligence  
Propeller Resources
ProposalHelper LLC
Qualia  
Rakuten Marketing  
Red Hat  
Regional Business Accelerator  Lloydminster  
Ripper PR
S & E Trusted Online Directories Inc
SAMMS Juke Box
Sarofsky  
SEARCH Group Partners
Seeing Angels Two by Two  
SevOne  Inc.
Silicon Image
SocialCode  
Spherexx.com  
SPLICE Software  
Synergy Vision Ltd  
Tequila Avión  
Tollgrade Communications  
UST Global
Veggiecation
VerticalResponse
Waitressville  
WDS Marketing & Public Relations
Wells Fargo Bank
WLF Medical  
Women Presidents’ Organization
World Vision Canada  
Xceed Financial Credit Union  
Yuwakai
ZYTO Corporation


Tags: business awards, stevie awards, women awards, women in business awards, company of the year, entrepreneur awards

Schedule Changed for 2015 Asia-Pacific Stevie Awards

Posted by Michael Gallagher on Mon, Nov 03, 2014 @ 11:36 AM

We have changed the schedule for the 2015 (second annual) Asia-Pacific Stevie Awards, the top business awards program for the region.

APSA14 award presentationIt has come to our attention that updates that were supposed to have been made to the website at http://Asia.StevieAwards.com before the opening of the awards last month were not made. It will take us about two weeks now to update the website fully. Therefore we are changing the schedule.

The early-bird entry deadline with discounted entry fees, originally published as November 12, has been changed to December 3. Review the complete revised calendar for the 2015 awards. The awards are open to all organizations operating in the 22 nations of the Asia-Pacific region.

REVIEW THE ENTRY KIT HERE.

We expect the website to be ready to accept your entries the week of 17 November. You may submit your 2015 entries anytime after that date.

We have added many new categories to the awards, including marketing awards, PR awards, new product awards, HR awards, and more. Explore them all here.

The website at http://Asia.StevieAwards.com is available in, and entries may be submitted in, seven languages: Chinese, English, Indonesian, Japanese, Korean, Malay and Thai.

Please contact us with your questions about how to participate in the 2015 Asia-Pacific Stevie Awards.

Tags: business awards, marketing awards, PR awards, stevie awards, new product awards, Asia-Pacific

Stevie Awards for Sales & Customer Service Issues Call for Entries

Posted by Maggie Gallagher on Mon, Nov 03, 2014 @ 11:13 AM

The Stevie® Awards, organizer of the world’s premier business awards programs, has issued a call for entries for the 2015 (9th annual) Stevie Awards for Sales & Customer Service

Stevie Award WinnersGET THE ENTRY KIT HERE.   

All customer service, contact center, business development, and sales departments, teams and professionals worldwide are eligible to be nominated, in addition to new products and services used by those professionals. The 2015 awards will recognize achievements since July 1, 2013.

The entry deadline is November 19, but late entries will be accepted through January 13 with payment of a late fee. Winners of the ninth annual competition will be announced at a gala awards banquet on February 27 at the Bellagio in Las Vegas.

The 2015 program offers new categories for business development professionals including Business Development Executive of the Year, Business Development Professional of the Year (for non-executive professionals), and Business Development Achievement of the Year.

The Stevie Awards for Sales & Customer Service feature more than 135 sales awards, customer service awards, business development awards, new product awards, and call center awards categories. Entrants may submit any number of nominations to any number of categories, which include:

  •     Sales Individual categories such as Senior Sales Executive of the Year and Sales Operations Professional of the Year
  •     Sales Team categories like Global Sales Team of the Year and Field Sales Team of the Year
  •     Sales Achievement categories such as Sales Turnaround of the Year and Outbound Marketing Program of the Year
  •     Sales Department of the Year categories in 13 industry groupings
  •     Customer Service and Contact Center Individual categories such as Front-Line Customer Service Professional of the Year and Customer Service Leader of the Year
  •     Customer Service and Contact Center Team categories like Contact Center of the Year and Customer Service Management Team of the Year
  •     Customer Service and Contact Center Achievement categories such as e-Commerce Customer Service Award and Award for Innovation in Customer Service
  •     Customer Service Department categories in 11 industry groupings
  •     New Product and Service categories like Best New Business Intelligence Solution and Best New Relationship Management Solution
  •     Solution Provider categories such as Sales Consulting Practice of the Year and Incentive, Rewards, or Recognition Provider of the Year

2015 will see the return of a popular feature of the Stevie Awards for Sales & Customer Service. All Finalists in the Customer Service Department of the Year categories will be included in the People’s Choice Stevie Awards for Favorite Customer Service voting.

Winners of the 2014 edition of the Stevie Awards for Sales & Customer Service include Cars.com, Comcast, CubeSmart, Delta Air Lines, Etiya, eZCom Software, FedEx, HubSpot, Kohl’s Department Stores – Credit Division, OfficeDepot, SAVO, ShopKeep POS, Vestmark, and VIZIO, Inc., among others.

The 2015 competition will be judged by more than 200 professionals around the world.

The 2015 entry kit and a complete history of the awards program are available at http://www.StevieAwards.com/Sales.

About The Stevie Awards:
The Stevie Awards are conferred in six programs: The American Business Awards, the German Stevie Awards, The International Business Awards, the Stevie Awards for Women in Business, the Stevie Awards for Sales & Customer Service, and the Asia-Pacific Stevie Awards. Honoring organizations of all types and sizes and the people behind them, the Stevies recognize outstanding performances in the workplace worldwide. Learn more about the Stevie Awards at http://www.StevieAwards.com, and follow the Stevie Awards on Twitter @TheStevieAwards.

Sponsors of the 2015 Stevie Awards for Sales & Customer Service include ValueSelling Associates.

Tags: customer service awards, business awards, stevie awards, new product awards, sales awards, contact center awards

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