Two New Marketing Awards Added to Sales & Customer Service Awards

Posted by Liz Dean on Wed, Jan 11, 2012 @ 02:54 PM

We have added two new sales achievement categories to The 2012 Stevie® Awards for Sales & Customer Service to honor marketing individuals for their sales excellence. Showcase your organization's best marketing practices and submit your entries today. (Be sure to submit your entries before the January 18th deadline; request your entry kit here.)

Our new marketing awards categories are:

  • Outbound Marketing Program of the Year
    Recognizing marketing programs that use advertising, promotions, public relations and sales.
  • Inbound Marketing Program of the Year
    Recognizing marketing programs that rely on content generation, lead development, and prospect cultivation.

The following information should be included in your marketing award submissions:Sales & Customer Service Logo

  • An essay of up to 500 words describing the nominee’s accomplishments since July 1, 2010 in the area covered by the category;
  • A brief biography (up to 100 words) of the leader of the nominated team or department; and
  • Links to online news stories, videos, photographs, press releases, etc. that support your nomination (optional).

All Finalists will be announced on January 25. Finalist benefits include:

  • Free Networking Opportunities
    Those who attend the 6th annual sales and customer service awards banquet will have several opportunities to meet other business leaders as well as celebrate business success. 
  • Opportunities to Gain New Clients
    Gold Stevie Award winners will have the opportunity to make a 30-second acceptance speech before an audience of hundreds of executives from across the globe during an awards dinner that will be broadcast and streamed worldwide over the Internet - a great opportunity to gain new clients.
  • Free Publicity
    The publicity that comes with winning a Stevie Award is well-worth the low entry fees.

Starting in 2012, in celebration of the 10th anniversary of the start of the Stevie Awards movement, all Finalists will be recognized as Gold, Silver or Bronze Stevie Award winners. Winners will be announced at the 6th annual sales and customer service awards banquet on February 27th at Caesar's Palace in Las Vegas.

Which of your organization's marketing programs will win a Stevie?

Topics: sales excellence, marketing awards, sales achievement, best marketing, marketing award

10 TIps for Winning Marketing Awards in the 2012 Stevie Awards

Posted by Liz Dean on Fri, Dec 02, 2011 @ 10:40 AM

We've just updated our 10 Tips for Winning Marketing Awards in the Stevie® Awards tipsheet for 2012!  Get it here.

We want to help you recognize your organization’s marketing efforts, so we’ve updated our 10 Tips for Winning Marketing Awards in the Stevie Awards tipsheet to help make the most of your submissions!

There are several benefits to downloading our 10 Tips for Winning Marketing Awards in the 2012 Stevie Awards Tipsheet

  1. View an array of marketing categories in one location
    We’ve made it simple for you! Our tipsheet organizes the Stevie Award programs and marketing awards categories in one easy-to-read document.
  2. Increase your chances of winning a Stevie Award
    Get insider tricks to help you choose the best marketing categories for your organization.
  3. Get a first look at our new 2012 categories
    We are continuously adding categories to our awards programs: Check out our newest additions!

The 2012 marketing tipsheet provides helpful information on all four Stevie Awards programs:

There are several categories to recognize marketing departments, campaigns, teams, and individuals, categories for work such as produced tools including web sites, blogs videos, and much more. 

Which 2012 marketing tip did you find most helpful?

Topics: communications awards, marketing awards, stevie awards, marketing award

Marketing Awards Judges in The 2011 International Business Awards

Posted by Michael Gallagher on Wed, Aug 03, 2011 @ 03:20 PM

This week we're recognizing the contributions of the more than 200 professionals worldwide who participated in the judging process of The 2011 (8th annual) International Business Awards.  We're already recognized the preliminary judges and the PR awards category judges.  And today we honor the contribution of the final judging committee for the marketing awards categories.

Members of the marketing awards judging committee this year included:

Sanga Bunchongprasert, Director, Nielsen Thailand, Bangkok, Thailand
Chaiyod Chirabowornkul, Senior VP - Head of Distribution Division, Total Access Communication, PLC, Bangkok, Thailand
Dr. Rojanasak Chomvilailuk, University of the Thai Chamber of Commerce, Bangkok, Thailand
Waraporn Kulsawatpakdee, Managing Director, Integrated Communication Co., Ltd., Bangkok, Thailand
Montira Limpanarom, Executive Director, Sony Music Entertainment Operating (Thailand) Co., Ltd., Klongton, Thailand
Somporn Mauthorn, General Manager, Spicy H Co., Ltd., Bangkok, Thailand
Teeraphan Totachawattana, Senior Managing Director, Dentsu (Thailand) Ltd., Bangkok, Thailand

Praphan PhornthanavarsitThe committee was chaired and formed by Praphan Phornthanavarsit, Chief Operating Officer, Thai Yamaha Motor Co., Ltd., Samutprakarn, Thailand

The average scores of Praphan and his committee determined this year's Stevie Award winners in the following categories:

  • Marketing Department of the Year
  • Marketing Team of the Year
  • Marketing Executive of the Year
  • Marketing Campaign of the Year for a Product
  • Marketing Campaign of the Year for a Service

Among the marketing award winners in this year's IBAs are Accenture, Doosan Heavy Industries & Construction, Emirates NBD, Finansbank A.S., and Jeju Free International City Development Center.  See the full list here.

What do you think of this year's IBA marketing awards judging panel and their choices?

Topics: marketing awards, International business awards, stevie awards, IBAs, marketing award

3 Marketing Innovations: Are You Ready for the Next Big Thing in Consumer Engagement?

Posted by Michael Gallagher on Thu, Apr 07, 2011 @ 12:21 PM


Isobar’s work on adidas miCoach won a Stevie Award for Best Consumer Products-Durables Web Site in the web awards categories of The 2010 American Business Awards.  Bryant Shea, Isobar’s VP of Innovation, looks ahead at what’s on the horizon in consumer marketing.

Bryant SheaThe rate of change in the world of marketing is constantly increasing.  Just when you felt comfortable with the Web, along came Second Life, Facebook, Twitter, Foursquare, smartphones, tablets, and a slew of other communication channels all claiming to be the future of consumer engagement. Some have crashed, some have prospered, and the jury is still out on many—but what's next? Let's take a look at three technology innovations that will once again change the way brands engage consumers.

Interactive Billboards
Two emerging trends will change the world of outdoor advertising forever: Smartphones, and 4G.  In the near future, expect to see more and more digital billboards that leverage wireless technologies to create two-way interactions between displays and consumers. Imagine a scenario where a consumer can customize a shoe on a billboard using their mobile phone; share the shoe on their social networks; and have a link to purchase the shoe sent directly on their phone. Or imagine a virtual scratch ticket that can personalize rewards based on past purchase behaviors, time of day, or proximity to a particular store.  With wireless-enabled interactive billboards, consumers no longer have to remember what they see—the transaction happens right there.  Moreover, marketers can leverage the technology to better track the results of their outdoor advertising efforts.

Touch-screen phones and tablets seem to be all the rage, but what about taking the concept of a personal device and integrating it into the in-store experience? For example, imagine a table that combines what is great about being in a store—actually interacting with the merchandise—with the power of interactive technology. What if you could take a piece of clothing off the shelf, place it on a table, and interact with it to see product information, as well as related items and where they are located in the store? With touchtable technology, customers will soon be able to build virtual product collections and instantly send selected items to their mobile devices for sharing, saving, or purchase.

Connected TV
From Apple TV, Google TV, and Yahoo TV to Boxee, Roku, Samsung, and Sony, just about everyone is trying to get into the Connected TV space—and with good reason.  The next few years will bring a complete transformation in how people use their televisions. More and more people are watching TV while using their mobile phones or tablets. They’re already creating an interactive TV experience, but it's not directly linked. Expect to see much stronger interaction between your TV and your mobile device in the very near future.

These are just three of the many innovations that will reshape consumer engagement in the near future, but no matter what the technology, one thing is certain: Consumers expect engagement.  The technology is here, and the time is now to create consumer experiences like never before … are you ready?

About Bryant Shea
As Vice President of Innovation for Isobar, Bryant Shea is responsible for devising and applying cutting-edge technologies that not only facilitate the fulfillment of consumers’ needs, but also introduce them to fresh, new ways of interacting more meaningfully with brands. Among the global brands he has counseled are Nikon, Adidas, and Staples.
Previously, Shea was vice president of content and mobile for Molecular, now part of Isobar, where he established the company’s content management practice as a nationally recognized leader in the space through innovation and world class delivery, and managed projects for Fortune 500 companies.  
Shea is a seasoned speaker on the topics of digital technologies and has presented at many conference nationwide, including the Internet Retailer, ECM West, Gilbane and the AIIM Conference & Expo.

About Isobar
Isobar is a modern communications agency that brings people and brands together in new ways. Isobar fuses creative thinking with technology know-how to uncover the best ideas and execute them across any platform or channel anywhere in the world.  Isobar’s unique combination of creatives and creators ensures the best ideas never end up on the cutting room floor, enabling the company to consistently deliver innovative and intensely relevant brand experiences for the world’s largest brands. With locations in Boston, New York and San Francisco, Isobar US is an Aegis Media Group Company and part of the global Isobar network of over 50 offices in 30 markets.  For more information, please visit

The final entry deadline for The 2011 American Business Awards is April 27.  Learn more at

Want to win website awards as Isobar did for adidas? Read our tipsheet, 10 Tips for Winning Web Awards in the Stevies.

Topics: website awards, marketing awards, web awards, best websites, adidas, marketing award, isobar

How Efes Beer in Turkey Used Social Media to Overcome Marketing Obstacles

Posted by Michael Gallagher on Tue, Apr 05, 2011 @ 05:01 PM


With the early-bird deadline for The 2011 International Business Awards coming up on April 12, we thought we'd look back at Efes Beer Group of Istanbul, Turkey, which won a Stevie Award for Marketing Campaign of the Year for a Product in the marketing awards categories of The 2010 International Business Awards.  Here we look at how Efes successfully launched their new beer brand, Gusta, without the use of advertising.

Efes BeerAy Ay Ay, Me Gusta!
That’s what they’re saying in Turkey about Efes Beer Group’s Gusta brand after
an innovative marketing campaign spurred a major boost in awareness and sales.

Obstacles: Market and Societal Forces
Turkey’s beer sector is relatively young, and is dominated by Efes Beer Group, a subsidiary of the Turkish conglomerate, Andolu Group.

Efes had a major challenge to grow sales of its Gusta brand in 2009.  There is a ban on advertising alcoholic beverages in Turkey, and the increasing influence of the country’s religious right added social pressures.  At the same time, with the global economic downturn, unemployment in Turkey was increasing and consumers were tightening their belts.

Two-step Marketing Strategy
The Gusta brand managers at Efes responded by devising an innovative marketing campaign targeting young urban consumers and aimed at getting them involved with the product. The highlights of the campaign were:
• Gusta Map: a web-based involvement program
• Gusta Expert: an on-site sampling program

The overall aim of the Gusta marketing strategy was to increase sales by winning customers in a social way through brand experience and product sampling. Further objectives were to increase brand awareness, to strengthen the brand image, and to reach new consumers for the Gusta and Gusta Dark beers.

There was some risk to this marketing strategy in a society that discourages young people from mingling in bars. To overcome this, the two-step marketing program first involved people via their computers, and then in person, facilitated by wholesome, young—but not too young—women who were the hosts of the program, delivering the brand promise: Gusta!

Gusta Map
First, Efes created Gusta Map, an online social networking platform designed
to appeal to web-savvy young people. As its name implies, Gusta Map was a site to share experiences, music, recommendations—and to find real-time locations where Gusta was served and rated by other Gusta Map users.

Gusta Expert
To make the experience real, the Gusta Expert program recruited and trained Gusta girls who were placed in selected restaurant and bar outlets. They worked as servers and invited customers to try Gusta. They also recommended menu items that were compatible with Gusta. To reinforce the fun of Gusta, consumers were offered branded gifts, including beer mugs (33cl), coasters, trays, ice buckets, and bottle openers.

Even Efes exclaimed “Gusta!” when the brand’s daily sales average increased by 38%.
In the first three months, Gusta Map attracted a whopping 61,000 page views, plus 300 Facebook fans and followers. The popularity of the site motivated more restaurants and bars to apply for inclusion. The launch of the Gusta Expert marketing program was so successful that it was expanded to include the Gusta Dark brand. For Gusta Expert, the initial three locations quickly mushroomed to one dozen. The program has been so popular that there are now five permanent Gusta Expert locations.

Gusta is the talk of the town in big cities across Turkey where “Ay ay ay, me
Gusta!” can be heard in the wee hours of the morning…

About Meric Aksoy
Meric Aksoy has risen through the ranks at Efes Beer Group to become Product Manager for Gusta.  He started out working on the popular Efes Pilsen brand in 1999. At that time, he served as a sales representative, advancing to sales supervisor until his promotion to his current position in 2004. He earned his B.A. in business administration from Dogu Akdeniz University in Turkey.

About Efes Beer Group
Efes Beer Group was founded in Turkey in 1969, and today consists of sixteen breweries in Turkey, Russia, Kazakhstan, Moldova, Georgia, and Serbia, with headquarters in Istanbul. As the 8th most popular European brand by sales volume and the 5th largest European brewer on combined production basis, the group is ranked 12th in the world beer market.

About Anadolu Efes
Anadolu Efes Biracilik ve Malt Sanayii A.S. undertakes the beverage operations of Anadolu Endüstri Holding A.S., one of Turkey's leading conglomerates. Celebrating its 40th anniversary in 2009, Anadolu Efes, together with its subsidiaries and affiliates, is a system of companies that produces and markets beer, malt, and soft drinks across a wide geographic area including Turkey, Russia, the CIS countries, South Eastern Europe, and the Middle East.

Want to win marketing awards like Efes did? Read our tipsheet, 10 Tips for Winning Marketing Awards in the Stevies.

Topics: business awards, marketing awards, stevie awards, marketing award, efes, gusta

How Marketing Award Winner CCS Solidified Samsung's #1 Brand Position

Posted by Michael Gallagher on Mon, Mar 28, 2011 @ 01:33 PM


With The American Business Awards entry deadline coming up on March 31, we look at Creative Channel Services in Los Angeles, California, which won Stevie Awards for Marketing Team of the Year, in the marketing awards categories, and Best Training Web Site, in the web awards categories, in The 2010 American Business Awards

Since 1995, Creative Channel Services (CCS) has provided retail-marketing support to some of the biggest names in consumer electronics (CE). CCS created and manages the CyberScholar Retail Network, which provides online training to CE and home-appliance retailers across the United States and develops high-impact field marketing teams.

Andy Restivo“Retail is a people-driven business, and it’s great to be acknowledged for an incredibly talented, best-in-class group of brand ambassadors,” said Andy Restivo, CEO and president of CCS. “The entire CCS team works hard to help each of our clients win at the critical ‘moment of purchase,’ and we are extremely proud that the team has received recognition for the innovation, creativity, and tremendous results they have produced.”

The agency’s focus on field activities is evident in that fewer than 100 of its 500-plus employees work from the company’s Los Angeles headquarters. The majority of employees work exclusively in the field.

In-store Eyes and Ears
CCS’s Samsung brand ambassador teams represent the manufacturer’s consumer electronics, home appliances, mobile electronics, and information technology products in the U.S. retail market. Performance is measured by how the category-specific field teams increase market share, brand awareness, and product sales for Samsung, the No. 1 CE brand in the world. Team members visit national and regional retailers, engaging shoppers directly, delivering assisted-selling support, providing product-knowledge training, collecting market intelligence, and serving as the in-store eyes and ears for manufacturers.

According to Vida Roozen, vice president and general manager of CCS’s Field Business Unit and leader of the Samsung field team for 11 years: “CCS is successful on behalf of our field clients by building close working relationships with retail salespeople, ensuring that frontline people understand our clients’ products, and reporting store-level trends that help to drive marketing plans and product development."

CCS-Samsung team members leverage relationships and individual creativity to secure millions of dollars of shelf space and to optimize in-store displays. The team also promotes Samsung at industry events such as the International Consumer Electronics Show.

The CCS-Samsung team has provided Samsung for several years with the timely intelligence it needed to move its business forward. It continues to capture thousands of points of market-research data every day at the store level to keep Samsung informed of what is happening at the point of sale. 

Award-Winning Achievements
The eye-popping 2009 achievements of the CCS-Samsung Team included:

  • Record home-appliance sales at national and regional retailers
  • Digital-imaging sales up by more than double at specific retailers
  • 30-percent-higher sales at stores covered by the CCS-Samsung Team versus uncovered stores
  • No. 1 market share for LCD and PDP displays, 50-inches or larger
  • No. 1 market share for Blu-ray and Home Theater products
  • TV sales increased by 16 percent
  • Digital A/V products grew by 78 percent
  • Online training participation increased by 189 percent

Samsung was ranked No. 1 in a J.D. Power customer satisfaction survey for:

  • Refrigeration (five years consecutively)
  • Dryers (two years)
  • Washers
  • Overall laundry pairs (two years)

Training by the Numbers
CCS won the Stevie Award for Best Training Site for the second consecutive year for its retail-training site,, which is the flagship site of CCS’s CyberScholar Retail Network. CyberScholar consolidates complex product knowledge into easy-to-understand, always-accessible content that empowers retail employees to assist consumers competently and confidently.   The numbers continue to be impressive:  More than 10.6 million trainings were completed on the network in 2010.

The CyberScholar Retail Network now reaches approximately 250,000 retail salespeople, is a key training element at 13,300 stores, and delivers product information from 50-plus manufacturers.

Want to win Stevie Awards for marketing as Creative Channel Services did?  Check out our free tipsheet, 10 Tips for Winning Marketing Awards in the 2011 Stevies.

About Andy Restivo
Andy Restivo is one of the original founders and architects of CCS. Through his leadership and entrepreneurial vision he has fueled CCS’s transformation from small start-up to a leading marketing-services agency with a talented and passionate group of professionals functioning in a culture dedicated to success, a powerful list of world-class Fortune 500 clients, and a member of the world’s largest and most successful marketing communications services conglomerate.

About Creative Channel Services, LLC
Creative Channel Services (CCS) is a leading retail-marketing agency that improves sales and profitability for its manufacturer and retailer clients. Through the company’s proprietary CyberScholar Retail Network® and exclusive retail partnerships, CCS’s unique approach to in-store marketing solutions accelerates client sales performance by connecting brands with 13,300 stores and 250,000 retail professionals who recommend and sell products to up to 3,000,000 customers each day. Established in 1995 and headquartered in Los Angeles, CCS is a part of Omnicom Group Inc. (NYSE: OMC), a leading global advertising, marketing, and corporate communications company. Omnicom's branded networks and numerous specialty firms provide advertising, strategic media planning and buying, digital and interactive, direct and promotional marketing, public relations and other specialty communications services to over 5,000 clients in more than 100 countries. Contact CCS at or 310-665-9900 to learn more about its field marketing and online training support.

Topics: business awards, marketing awards, samsung, creative channel services, awards marketing, marketing award

How a Marketing Award Winner Used the Economic Downturn as a Springboard for Growth

Posted by Michael Gallagher on Tue, Mar 22, 2011 @ 12:13 PM


The early-bird deadline for The 2011 (8th annual) International Business Awards is April 12 - entry to the IBAs is open to all organizations worldwide - so we thought we'd take a look back at Thai Yamaha Motor Company in Thailand, which won the Stevie® Award for Marketing Department of the Year in the marketing awards categories of The 2010 IBAs. Here we look at how they turned lemons into lemonade in 2009.

Thai Yamaha Motor imageThai Yamaha Motor has been a success story since it was established 47 years ago, but the strength of the company was tested during the economic crisis of 2009 when the Thai economy declined by 3%, and industrial sales declined by 9.8%. Despite this, Thai Yamaha Motor achieved record sales and expanded its market share, while at the same time increasing customer satisfaction and improving its operations. Today, Thai Yamaha Motor has achieved a premium brand position in the Thai market by offering innovative products and utilizing lifestyle marketing.

Marketing Achievements
At the time of the economic crisis in 2009, the company recognized that it needed to maximize revenue and reduce costs. The measures that it took resulted in an increased market share from 23% to 28% over the period 2007-2009; a profit level that is among the highest in the industry; and employee satisfaction that has reached a record level of 80%.

So how did Thai Yamaha Motor achieve this?

Launched New Models
During 2009, the Thai Yamaha Motor marketing department launched several new models designed to meet the needs of the economic climate, and their efforts resulted in a 53% market share of the automatic motorcycle segment as well as a rating of 92% in customer satisfaction.

Enhanced Brand Image
The company’s motorcycle retail shops were modernized and improved nationwide to enhance the brand image.

The company ran an advertising campaign using popular Korean and Thai celebrities; it sponsored a series of popular sell-out concerts; and the company even set the Guinness World Record for the largest parade of automatic motorcycles when 2,474 Yamaha Finos gathered at an event organized by Thai Yamaha Motor at Khun Dan Prakarnchon Dam, Nakorn Nayok Province, Thailand, in August 2009.  

The result: Thai Yamaha Motor Company received the most publicity in press publications and online news stories for the industry segment that year.

Operation Efficiencies
In addition to their marketing efforts, Thai Yamaha Motor introduced a number of operating efficiencies: Factory operations were significantly improved, achieving the highest level of "complete assembly without rework" in Yamaha’s worldwide operations; recalls were reduced to one of the lowest in the worldwide Yamaha group; and supply chain management was improved, reducing inventory turnover to 14 days.

Corporate Social Responsibility
Thai Yamaha Motor opened a new Yamaha motorcycle safety riding school, acclaimed as one of the best in Asia. The company also received a government award for its safety record in factory operations at the national level.

As a result of improving its employee satisfaction, Thai Yamaha Motor achieved employee turnover rate as low as 3% at a time when the industry rate was at 11%.

Thai Yamaha Motor has received a number of awards over the past few years, and in 2009 the Royal Thai Government recognized its top management for the company’s education and vocational-training support.
Continued Growth
Thai Yamaha Motor continues to grow. The company is among the top contributor to Yamaha profits worldwide. It has continued to expand production capacity and to improve ways to better serve its customers.

In February 2011, Thai Yamaha Motor's chief operating officer Praphan Phornthanavarsit said that Thailand's motorcycle market grew by an impressive 20 per cent last year to around 1.85 million units, due to continued economic recovery and increased consumer confidence.

"The Yamaha brand also enjoyed a year of success in 2010, recording the highest sales in 10 years. Total wholesales were 505,000 units, with total retail sales of 486,000 units, total motorcycle registrations of 479,000 units, and total parts sales of Bt1.4 billion," Praphan said.   "These achievements have led Yamaha to enjoy a market share of 26 per cent, which reflects strong confidence in Yamaha's products and outstanding image."

Based on Thai Yamaha Motor's analysis of economic trends and related factors, it expects that the motorcycle market will record sales growth of 4 per cent this year, to around 1.92 million units, he said. Yamaha's sales target for 2011 has been set at 520,000 units. If this is achieved, it will be equivalent to 9% year-on-year growth, achieving a market share of 27%.

About Praphan Phornthanavarsit
Praphan Phornthanavarsit, Chief Operating Officer of Thai Yamaha Motor, is an inspirational leader who has utilized strategic thinking and creativity along with strong management skills to make Thai Yamaha Motors the success it is today. He has had a successful track record in various fields, including the automotive industry, information technology, and business consultancy. Praphan is one of the most respected persons in Thailand’s motorcycle industry and has contributed significantly to the industry’s development.

About Thai Yamaha Motor Co., Ltd
Thai Yamaha Motor Co., Ltd. is the manufacturer and marketer of Yamaha motorcycles in Thailand. The company employs about 3,200 staff, and in 2009 had an annual sales turnover in excess of 700 million USD with production capacity of 600,000 motorcycles. The company's manufacturing facility is one of Yamaha Motor’s largest and most efficient motorcycle plants in the world.

Want to be recognized for your marketing achievements as Thai Yamaha Motor was?  Get our free tipsheet, 10 Tips for Winning Marketing Awards in the 2011 Stevies.

The early-bird entry deadline for The 2011 International Business Awards is April 12. You'll find the entry kit here.

Topics: business awards, marketing awards, communication awards, marketing award

How VitalSmarts Won a Marketing Award from the ABAs

Posted by Michael Gallagher on Wed, Dec 15, 2010 @ 11:16 AM

VitalSmarts of Provo, Utah received the Stevie Award for Marketing Department of the Year in the marketing awards categories of The 2010 American Business Awards. Here we look at what they did to achieve this.

VitalSmarts Marketing DepartmentIn 2009 the VitalSmarts marketing team increased sales leads by 13%, which contributed to an increase in the company’s annual growth of 7% over 2008. While 73% of VitalSmarts’ competitors experienced declining activity in 2009 (according to the Association of Learning Providers VitalSmarts had achieved its largest-ever annual revenue.

This marketing success was recognized when VitalSmarts received the Stevie Award for Marketing Department of the Year at The 2010 American Business Awards. 

“We were honored to receive this recognition from The American Business Awards,” said Mary McChesney, senior director of marketing at VitalSmarts. “Our hard working team works closely with the rest of the organization to contribute to the company’s continuing success.”

Strengthening the Marketing/Sales Relationship
VitalSmarts’ record-breaking performance was achieved not just by outstanding teamwork, but also by the simple strategy of strengthening the marketing/sales relationship.

The sales team is marketing’s most important internal customer. To build the strongest, most efficient sales/marketing relationship at VitalSmarts, marketing set out to improve the lead-scoring process, instigated candid and consistent communication between the departments, and sought ways to meet client needs.

Lead Scoring
The sales team had often been frustrated with the quality of leads coming from marketing, so marketing revisited the lead-scoring process. The team closely monitored the efficiency with which they collected leads, refined tools that captured lead information, and worked with data entry to get leads entered
correctly and quickly. They also built a concierge lead process to ensure valued prospects received rapid response and five-star support.  Ten of the top-tier clients purchased $200,000+ worth of product as a direct result.

To increase the number of leads, marketing built a lead data-capture campaign that capitalized on untapped information in the database. Through simple e-mail campaigns, marketing scored and moved 1,600 leads into the sales process that had previously been unusable due to insufficient information.

Improved Communication
To increase communication between the sales and marketing departments, marketing regularly attended sales meetings, trained sales reps in the use of marketing tools, introduced marketing campaigns, and prioritized projects to meet sales needs. Marketing also reported on lead follow-up time and respectfully held reps accountable for the amount of time it took them to connect with prospects. As a result, sales follow-up time decreased significantly.

In turn, sales shared insights on client needs and industry trends, which ensured marketing better-tailored campaigns and products to meet client needs.

Public Relations
At the same time as it was building its cooperation with sales, the marketing team continued to execute its public relations program, including an extensive media-relations campaign that generated 79.5 million impressions in media outlets around the world. They also secured a recurring column on for author and company cofounder Joseph Grenny that generated leads and provided sales with content to share with prospects.  The marketing team accomplished this without an outside agency, using just one full-time PR staff member.

Marketing grew the VitalSmarts’ external newsletter to 117,000 opt-in subscribers, a 50% increase. This weekly e-newsletter positions the company’s spokespeople as thought-leaders. As a result, sales was able to increase paid speaking fees of company spokespeople by 27% in 2009.

Channel Marketing
To support its client advocates, marketing sustained a passionate community of trainers certified to train VitalSmarts’ programs within their own companies. Marketing developed an online social network, an exclusive website to improve training delivery, professional development web seminars, and live chat sessions. As a result, the training community grew 22% and now includes 4,857 trainers, who are the company’s most active customers.

Marketing Events
Marketing supported 19 trade shows and sponsored speeches targeted at various vertical markets. They also held breakfast events where VitalSmarts’ bestselling authors introduced products to client decision-makers. The team also developed and hosted REACH, a 2-day conference for its client trainers. At REACH, trainers learned best practices, networked with peers, and heard from the VitalSmarts’ authors. 188 trainers attended REACH, a 49% increase over 2008.

Online Marketing
Marketing hosted web seminars with industry thought-leaders. They also built websites that offered valuable research and tips for readers in exchange for client information and custom product demos that generated more than 1,000 further sales leads.

Foundation for Success
“I am very proud of our marketing department,” said Andy Shimberg, CEO of VitalSmarts. “The team members are experts in their field who have worked tirelessly to create enormous impact and awareness in the marketplace. This is the foundation on which our sales, operations, and delivery teams can build and succeed.”

About Mary Dondiego
Mary Dondiego is the senior director of marketing at VitalSmarts. Since joining the company in 2004,Mary has led Vitalsmarts’ largest integrated marketing and publicity campaigns as well as seen the company’s revenue more than triple from $7.9 million to $25 million. As senior director of marketing, she was instrumental in launching and sustaining the company’s three New York Times bestselling business books and two major product lines. She also oversees three main marketing functions: corporate communications led by Corporate Communications Manager, Brittney Maxfield; demand generation led by Marketing Director, Paul Yoachum; and channel marketing led by Channel Marketing Manager, Chris Evans.

About VitalSmarts
VitalSmarts provides corporate training and organizational performance motivation programs that combine speakers, presenters, best-practices research, and related training products. The company also has three New York Times bestselling books: Crucial Conversations, Crucial Confrontations, and Influencer. Their fourth book, Change Anything, is scheduled for release April 2011. VitalSmarts has been listed twice on the Inc. 500 list of fastest-growing companies and has taught more than 2 million people worldwide.  For more information go to

Topics: marketing awards, mary dondiego, vitalsmarts, marketing award

Marketing Award Winner Richard Ramlall Joins Primus Telecom

Posted by Michael Gallagher on Mon, Nov 22, 2010 @ 07:12 PM

Richard RamlallRichard Ramlall, multiple Stevie winner, most recently in the marketing awards categories of The 2010 International Business Awards, for Marketing Executive of the Year, has joined Primus Telecommunications Group as Senior Vice President, Corporate Development and Chief Communications Officer.

Read the full-text of Richard's Stevie-winning nomination here.  Richard won the award while he was Senior VP of Strategic External Affairs & Programming with RCN Corporation.

Have news about a Stevie Awards honoree's promotion or job move?  Share it with us...

Topics: marketing awards, awards marketing, marketing award, award marketing, richard ramlall

How Nokia Won Marketing Award in The 2010 IBAs

Posted by Michael Gallagher on Mon, Nov 22, 2010 @ 03:37 PM

Mobile-phone giant Nokia has won the Stevie Award for Marketing Campaign of the Year for a Service in the marketing awards categories of The 2010 International Business Awards. Here we look at how a new technology can successfully support a large-scale campaign that offers consumers ways to interact with print advertising from their mobile phone.

Nokia Point and FindNokia Point & Find is a beta service that enables people on the move to access relevant information and services on the Internet simply by pointing their camera phone at real-life objects. With Nokia Point & Find, brands can create unique mobile experiences using the service’s augmented reality and location-based technology. 

Nokia Point & Find recently ran a pilot to test the feasibility of making poster advertising interactive using Nokia’s proprietary image recognition technology. The goal was to tag all out-of-home ads with links to exciting, surprising content, and to promote the new service to Nokia smartphone users.

Colchester in the U.K. was chosen as a defined city space that could be comprehensively tagged and measured throughout the two-month campaign in January/February 2010.

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