2423 Posts Found

Net Promoter SystemSM (NPS®) practitioners have created sophisticated systems that enable them to close the loop with customers, bring the comments and criticisms that they get to the front line and use that feedback to continually improve the customer experience. They have learned how to link the feedback to their customer relationship management (CRM) software and their existing operational infrastructure, so that they know what … [ Read more ]

Content: Article | Authors: Frederick F. Reichheld, Rob Markey | Source: Bain & Company | Subjects: Customer Related, Management, Marketing / Sales

Balancing the imbalances in efficiency and effectiveness requires a whole new approach. This article provides a guide to improve marketing productivity and management in the digital age.

Content: Article | Authors: Erin Christopher, Ishmeet Singh, Steffen Oder | Source: Kearney | Subject: Marketing / Sales

You work hard to drive traffic to your site. Steering people toward your site is hard work. You combine search marketing, social media, and email marketing. You might even be paying good money for those visitors.

But once you have them, are you making the most of those visits? Or is your site sending them down one-way, dead-end streets? Are there places where your user flow … [ Read more ]

Content: Article | Author: Andy Crestodina | Source: MarketingProfs | Subjects: IT / Technology / E-Business, Marketing / Sales

What can companies do to help ensure long-term relationships with customers? How about reacting swiftly to unforeseen events? Or finding new ways to increase trust and transparency? Companies that keep customers may also market through customers’ own networks and excel at aligning messages and offerings with buyers’ values.

Content: Article | Source: Accenture | Subjects: Customer Related, Marketing / Sales

Most current sales models are not keeping pace with the shifts in demand, as many companies struggle with factors that contribute to higher costs. Achieving growth targets profitably requires a repeatable, high-return model for selling solutions. And that means knowing where and how to invest in sales resources. In our experience, four mutually reinforcing actions can help senior executives keep on track with greater … [ Read more ]

Content: Article | Authors: Dianne Ledingham, François Montaville, Mark Kovac, Michael Heric | Source: Bain & Company | Subject: Marketing / Sales

The authors of a new book on market research explain how a shift in consumer decision-making affects marketing.

Content: Article | Authors: Emanuel Rosen, Itamar Simonson | Source: Stanford University | Subject: Market Research

Social media platforms have taken some of the marketing power away from companies and given it to consumers. Jill Avery discusses the landscape of “open source branding,” wherein consumers not only discuss and disseminate branded content, they also create it.

Content: Article | Authors: Carmen Nobel, Jill Avery | Source: Harvard Business School (HBS) Working Knowledge | Subject: Marketing / Sales

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Today’s marketing messages can be overpowered by input from uncontrolled sources like online customer reviews, social network friends and searchable expert opinions. To regain customer influence, consider developing a case-by-case understanding about whether to “confront and attack,” “retreat and redeploy,” “observe and learn” or “monitor from a distance.”

Content: Article | Authors: Joshua B. Bellin, Paul F. Nunes | Source: European Business Review | Subjects: Customer Related, Marketing / Sales

Business executives involved in mergers or acquisitions face a full plate of prickly issues, from early due diligence to negotiating deal terms to organizational integration, including who ends up in the C-suite. However, one thing they typically don’t pay enough attention to is pricing strategy.

Content: Article | Authors: Jessica Fleming Kosmowski, Patricio Simpson | Source: Business Finance Magazine | Subjects: Mergers & Acquisitions, Pricing

As part of a broader customer engagement strategy, social media can be an effective and cost-efficient marketing, sales, service, insight and retention tool. Our recent survey of more than 3,000 consumers helped to identify what makes social media effective.

Editor’s Note: this paper will likely become dated somewhat quickly, but some of the content seems to me of lasting value.

Content: Article | Authors: Chris Barry, Chris Brahm, Eric Almquist, Rob Markey | Source: Bain & Company | Subjects: Customer Related, Management, Marketing / Sales

Most companies offer some type of variable compensation to their sales team for the purpose of driving corporate revenue. However, many still use spreadsheets and disorganized processes to manage this key motivator of the sales force. There is a better way.

Content: Article | Author: Mark Smith | Source: Business Finance Magazine | Subjects: Finance, Human Resources, Management, Marketing / Sales

Social psychologists have determined that primitive humans, in their struggle for existence, developed the ability to judge other people almost instantly along two categories of perception, which are known as warmth and competence. In fact, all humans have a primal, unconscious ability to make these two crucial judgments with a high degree of speed and accuracy: What are the intentions of this person toward me? … [ Read more ]

Content: Article | Author: Chris Malone | Source: ChangeThis | Subjects: Customer Related, Marketing / Sales

Today’s key to subscriber engagement is personalized and relevant email content. Behavioral segmentation is one of the best ways of reaching your target audience and sending exactly what they want.

Email list segmentation by email opens allows you to discover who hasn’t opened your recent campaign and who has stopped reading your newsletters already for some time, so you can resend unopened campaigns or prepare compelling … [ Read more ]

Content: Article | Author: Liga Bizune | Source: MarketingProfs | Subject: Marketing / Sales

Eight social touchpoints contribute to the extended decision-making process, providing various ways for customers to connect with friends, family, and experts for advice and creating multiple opportunities for brands to influence potential customers throughout this journey.

Content: Article | Author: Alex Gonzalez | Source: MarketingProfs | Subject: Marketing / Sales

The cofounder of unconscious thought theory explains how taking a break and distracting the mind can lead to higher-quality decision making.

Content: Thought Leader | Authors: Ken Favaro, Loran Nordgren | Source: strategy+business | Subjects: Demographics, Management, Organizational Behavior, Personal Development, Productivity / Work Tips

Low-margin retailers argue they can’t afford customer loyalty programs, but is that true? Rajiv Lal and Marcel Corstjens make the case that such programs are profit-enhancing differentiators.

Content: Article | Authors: Marcel Corstjens, Rajiv Lal | Source: Harvard Business School (HBS) Working Knowledge | Subject: Marketing / Sales

Does word-of-mouth work the same way for all products and in all media? Jonah Berger and fellow Wharton marketing professor Raghuram Iyengar say no: The medium being used — oral versus written — actually influences which products get talked about. What’s more, marketers can capitalize on this knowledge to better exploit the power of word of mouth.

Content: Article | Authors: Jonah Berger, Raghuram Iyengar | Source: Knowledge@Wharton | Subject: Marketing / Sales

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What accounts for owners selling items for more or less than they are worth? Do sellers and buyers see the value of an item in the same way? Can a third-party agent impact the selling price of an item to net the seller a higher profit? The following article explores these questions with some surprising answers.

Content: Article | Authors: Aaron R. Brough, Mathew S. Isaac | Source: Graziadio Business Report | Subject: Marketing / Sales