All entries tagged with “technology”

[EVENT RECAP]: 'Heroic HR' Seminar Teaches the Importance of Technology

marc-s-miller-2-2016-2a.jpgAll hands rose when speaker Marc Miller asked the HR professionals in the room to raise their hands during his seminar at the HR & Employee Benefits Summit in Philadelphia, PA on March 14th, 2016.

With a focus on HR technology solutions, it’s no surprise that Miller’s seminar, “‘Heroic HR’: Leveraging Technology to Help HR Move from Data Management to Information Craftmanship,” focused on the connection between human resources and the C-Suite. 

The common theme throughout the seminar was the importance of knowing your company. Your HR strategy must align with your company’s strategy, and the tools - most of which are technology based - should not just express data but they should also generate metrics, dashboards, models and forecasts – especially in talent management. HR executives are expected to produce integral information for the C-Suite, not just data, and in many cases HR is the first resource for CEOs during growth planning. As Miller explained, it’s imperative that the HR team crafts information and stays proactive and participatory in the executive’s needs.

“HR is not ready for big data,” voiced Miller, explaining that big data does not apply to the industry in the conventional way and that for big data to be useful – HR must first get metrics within its own boundaries right. 

With more than 35 years experience in all aspects of technology solutions for Human Resources, Miller is an authority on Information Systems speaking at national meetings including the American Management Association (AMA), the American Society for HR Management (formerly ASPA).

To see the full presentation, click here.

To contact Marc Miller directly, click here.

Going the Extra Mile: Face Time that Pays Off

After returning from a successful business networking event and receiving positive feedback from attendees, I realize that there is a significant return on investment when sales professionals dedicate face-to-face time to a prospective buyer. This spawned some personal research into the science of face-to-face communication versus electronic and telecommunication. What I found, though - is that when the two powerful methods combine - sales sky rocket.

Companies are spending

Following an initial decrease in spending during the recession, corporate travel and expenses have increased by 58 percent over the past three years, with Oxford Economics USA reporting that each dollar invested into travel generates a sales return of $10 to $14.99. No pun intended, but I’d say that’s worth going the extra mile! While traveling for business pays off, face-to-face meetings are a key component of this business success.

With recent developments in technology and highly personalized telecommunication software, why are top-producing, Fortune 500 companies investing a combined $181 billion into travel and expenses this year? Because, according to the Harvard Business Review89% of business travelers report face-to-face meetings are essential for “sealing the deal.” While pinging e-mails back and forth may develop a working relationship, a face-to-face meeting allows for the broadest form of communication, encompassing nonverbal cues, candor and body language.

Why the meeting is worth the plane ticket

James Borg, the author of Body Languagesays that 93 percent of human communication consists of para-linguistic cues, leaving only seven percent up to actual verbal conversations. Opposed to virtual communication, face-to-face contact facilitates the transfer of tacit knowledge, an understanding that can only be experienced by being present. A physical meeting is more effective, allowing the speaker to draw immediate feedback and tailor an interaction based on a nonverbal response, allowing optimal results in a sales environment.

The old adage, time is money stands true here. 81 percent of sales executives believe that traveling to meet a prospective client in person builds value into their meeting. Forbes conducted a survey of 760 business executives on this subject, of which 85 percent said that face-to-face meetings, many of which involve travel, build stronger, more meaningful business relationships, scoring well for persuasion, leadership and engagement. Similarly, 18 percent report losing business because they were unable to travel to meet a client.

Yin & Yang: Closing the Marketing Circle

Networking events are natural lead generators – drawing a pool of industry peers physically to one venue. Even with this opportunity for brand building, customer engagement and customer training, executives and marketers rely on technology to develop business relationships beyond the physical. A global survey by Crowne Plaza Hotels & Resorts reveals that 53 percent of business executives believe that connecting with a business associate on social media can help develop a stronger and more trusted relationship.

The strongest ROI will be reached when face-to-face interactions are aided by technological engagements. Research by Marketo reports that while marketers are investing in computer-mediated-communication (CMC), or virtual communication like webinars, to stay connected, they are failing to complete the circle: using powerful engagement solutions before, during and after a meeting. By connecting physically and then filling the void with electronic correspondence, real relationships will generate record-high sales.

Technology Curves Customer Loyalty. What Now?

Hospitality customers are no longer loyal to the core. They are shopping venues using price-watch tools and turning to mobile devices for instant response. This means that even the slightest wait time could leave a traveler frustrated – so how is technology really impacting the customer experience? Chaotic Moon Studios partnered with Wired, Fast Company and ReadWrite to create a series of articles that’ll show you how mobile technology can help you raise your company’s standard of service. 




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