We’ve looked at a lot of different ways that solutions marketing differs from product marketing. A lot has been written about thought leadership, more outcome-oriented value propositions, simulation centers, and other solutions-appropriate marketing approaches. But what about # neuromarketing ?  #Neuromarketing is one of the new frontiers of marketing today. Using it to understand how customers react to consumer product marketing initiatives has proven to be pretty compelling.   The literature describes it as the science of understanding human behavior using pshycometric, biometric and neurometric tools. Since that definition likely didn’t help you very much, here’s another way to describe it. According to Wikipedia, it is: “A new field of marketing which uses medical technologies to study the brain’s responses to marketing stimuli.  The Bottom Line This suggests that understanding and predicting consumer behavior must include the perspective of neurosc...

#crosculturalselling, #internationalsales, #crossculturalmanagement 👉 Cross-cultural management is a key point when it comes to international sales and succesful implementation of international projects. Cross-cultural selling can be considered a rather difficult topic to cover with sales professionals and business owners in all sectors and industries, as there are many different ways that it can be implemented depending on the country you are aiming to sell within.  Each country has its own culture, and within this, there are often many sub-cultures and regional cultures to be aware of - so it can be very hard for us, as sales professionals, to tackle the cultural and language barriers which we face when doing business overseas.  After +15 years closing sales across Europe, The Caribbean, the US or Asia, I have found some  Global Selling Principles  which can be applied and adapted when selling overseas. 1.Unique Value Proposition Identifying some kin...

The list of highly-anticipated South Florida hotel openings keeps growing, and some are scheduled to debut any day now. From Little Havana to Coconut Grove and South Beach, here’s what’s new and exciting on the new hotels horizon. Comment The list of highly-anticipated South Florida hotel openings keeps growing, and some are scheduled to debut any day now. From Little Havana to Coconut Grove and South Beach, here’s what’s new and exciting on the horizon. 1. Cadillac Hotel; Beach Club, Miami Beach An oceanfront guest room at the forthcoming Cadillac Hotel & Beach Club. The historic Roy France Art Deco hotel on Collins Avenue in mid-beach is undergoing a multi-million dollar renovation by new ownership. It will join Marriott’s Autograph Collection as the  Cadillac Hotel & Beach Club . The hotel’s interiors are being reimagined by Bill Rooney Studio. The design will draw inspiration from the European Riviera of the 1940s with white stone, smoky blue and gold...

New luxury hotel openings in the Middle East in Q2 2018 One of the most notable entries in this quarter was Mövenpick Hotels & Resorts new hotel in Tunis.  The new Mövenpick Hotel du Lac Tunis  has 189 rooms and suites. Mövenpick Hotel du Lac Tunis is Mövenpick’s third property in Tunisia and its 23rd in Africa with five additional hotels set to open in the region by 2020. Tunisia’s tourism registered a 23% year-on-year growth in the first three months of 2018, according to a government report. The hotel’s GM Nicolas Pezout was quoted as saying “From wellness, foodie and culture breaks, family holidays and wedding parties, to business trips, corporate retreats and board meetings, Mövenpick Hotel du Lac Tunis suits every occasion, offering guests first-class facilities and upscale modern accommodation in a convenient and stunning location." The other  major hotel opening is The Kingfisher Lodge in Khor Kalba , part of the “Sharjah Collection” by South Afri...

During my professional experience I´ve found myself working for truly exceptional leaders, so that in wird situations which only led to frustration and leaving. But, does it need to be like that?. No way. But trusting blindly does not seem to be the right path.  👉  We need to feel useful, valuable and able to grow within the business.  I remember my times at IE Business School , where we improved our skills to innovate,  empowering employees to grow  and creating a  sustainable and more profitable business. And they were right. I recommend to pay attention to the following key points in order to get the highest performance of a team : 1. Set Clear Expectations   As employees begin to prove the execution and quality of their work, less micro-management is necessary. Checking in on work, setting clear expectations and clear leadership of our values is essential to ensure the very best outcomes.  2. Try Systemic Leadership ...

1- Develop Your Own Contract - The ideal starting point for contract negotiations is to write your own version of the hotel contract. Hector de Castro, FFE company General Manager and Sworn Translator, has developed different contract templates, which he sends to a hotel after he receives its proposal and contract. You might find yourself in the situation of a hotel tender deciding to include a list of items or brands, or you might be in an OTA, Furniture or Foodservice company supplying products to hotels. Whatever the case might be, he recommends working directly with a lawyer to write your own contract. 2- Get Everything in Writing - If the hotel company doesn’t accept the contract, he sends the hotel a prioritized list of items/clauses he wants to be included in the hotel’s contract. These items should not surprise the hotel. By the contract-negotiation phase, the hotel should know the basic needs, based on the request for proposal (RFP) and subsequent conversations. 3- ...