TV Stations’ Local Online Ad Revenues Rising Quickly
A New Way to Gain Customer Insights
How conjoint analysis, a tried-and-true market research tool, can be used to support organic growth.
Content: Article | Author: David Meer | Source: strategy+business | Subjects: Customer Related, Market Research, Marketing / Sales
Freeing up the Sales Force for Selling
Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job.
Content: Article | Authors: Jennifer Wickland, Olivia Nottebohm, Tom Stephenson | Source: McKinsey Quarterly | Subject: Marketing / Sales
Radio Revenues Inched Up in 2011
Online Ad Spending Consolidates Among Search, Banners, Video
Philip Delves Broughton
Closing a sale requires two contradictory human qualities: the empathy to understand what the customer is saying; and the ego to reach for their wallet. It is rare to find people who have these qualities in the right balance. Some are too empathetic, and so cannot ask for the money. Others are too greedy and don’t spend enough time listening. Every problem around closing tends … [ Read more ]
Content: Quotation | Author: Philip Delves Broughton | Source: Forbes | Subject: Marketing / Sales
Truvia’s Test: Can Diet Sweeteners Go Natural?
When supersecretive agriculture giant Cargill decided to attack the no-calorie-sweetener market dominated by Sweet’N Low, Splenda, and Equal, it sent its best marketers and scientists to basement war rooms and covert labs. Only now can the inside story of Truvia — and its unlikely success — be told.
Content: Case Study | Author: Ben Paynter | Source: Fast Company | Subjects: Industry Specific, Marketing / Sales | Company: Cargill
Reaching the Affluent Market Online
Affiliate Marketing 2010
Google Remains King as Search Spending Climbs
US Mobile Ad Spending Soars Past Expectations
A Sure Way To Know Customers Were Satisfied
There is a better way to determine how many—what portion—of your customers were satisfied. Time and again studies have shown that customer loyalty is fleeting for all but the most satisfied of customers, because any customer who is not “completely satisfied,” is dissatisfied to some degree, and/or with “something.” That “something” is the “crack in the door” through which competitors can sneak and steal your … [ Read more ]
Content: Article | Author: John Mariotti | Source: OPEN Forum (American Express) | Subjects: Customer Related, Market Research, Marketing / Sales
Building a World-Class Pricing Capability: Where Does Your Company Stack Up?
Monitor recently conducted a benchmarking study of more than 200 companies. The study sought to measure the impact of pricing strategy and pricing execution on profitability and revenue growth. The results provide compelling evidence that the ability to manage pricing strategically can be a source of competitive advantage that drives superior financial performance.
Content: Article | Author: John Hogan | Source: Monitor Group | Subject: Pricing
US Online Ad Spend to Close in on $40 Billion
Sheena Iyengar on the Power of Choice – and Why It Doesn’t Always Bring Us What We Want
In March 2010, Sheena Iyengar, a professor at Columbia Business School, published a book titled, The Art of Choosing. Iyengar, who is blind, says the book reflects her interest in how people make choices, including how they are able to navigate both the opportunities and responsibilities that an abundance of choice can bring. In a video presentation, Iyengar offers Knowledge@Wharton viewers her perspectives on the … [ Read more ]
Content: Multimedia Content | Author: Sheena Iyengar | Source: Knowledge@Wharton | Subjects: Customer Related, Marketing / Sales, Organizational Behavior
Adrian Slywotzky, Karl Weber
It’s a funny thing about demand: There’s often a huge gap between what people buy and what they truly want and need. That gap is revealed by the Hassle Map—and that gap is where the opportunity to create huge new demand is hiding. There are various kinds of Hassle Maps. Some Hassle Maps are lists of the steps involved in a process, often including … [ Read more ]
Content: Quotation | Authors: Adrian J. Slywotzky, Karl Weber | Source: ChangeThis | Subjects: Management, Market Research, Marketing / Sales
4 Ways To Create A Product That Sells Itself
One of the biggest problems startups face is a lack of money. After they develop the product, they often don’t have much left over for marketing and advertising.
Fortunately, if you do it right, you won’t need to advertise. Or you may only have to invest a fraction of the amount to get ten times the results.
How do you do this? You create a product that … [ Read more ]
Content: Article | Author: Neil Patel | Source: OPEN Forum (American Express) | Subject: Marketing / Sales
Creating Online Ads We Want to Watch
The mere fact that an online video advertisement reaches a viewer’s computer screen does not guarantee that the ad actually reaches the viewer. New experimental research by Thales S. Teixeira looks at how advertisers can effectively capture and keep viewers’ attention by evoking certain emotional responses.
Content: Article | Authors: Carmen Nobel, Thales S. Teixeira | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Advertising, Marketing / Sales | Industry: Advertising
Google’s Jim Lecinski on What the ‘Zero Moment of Truth’ Means for Marketers
By the time we make a purchase, we have read reviews, compared prices and fully evaluated our options, whether we are buying a pillow or a Porsche. In the face of newly empowered consumers, marketers have had to rethink how they can win at the point of purchase. Jim Lecinski, Google’s managing director of U.S. sales and service, has written an e-book, Winning the Zero … [ Read more ]
Content: Article | Authors: Jerry Wind, Jim Lecinski | Source: Knowledge@Wharton | Subject: Marketing / Sales
The Art of Hassle Map Thinking
Let’s face it: All too often, life is a succession of hassles. There’s an endless array of frustrations, inconveniences, complications, disappointments, and potential disasters lurking in most of our daily experiences. Even very good products and services (we’ll call them simply “products” for simplicity’s sake) have their weaknesses and drawbacks. My new smartphone sometimes drops my calls; my favorite hotel chain sometimes loses my reservation; … [ Read more ]
Content: Article | Authors: Adrian J. Slywotzky, Karl Weber | Source: ChangeThis | Subjects: Management, Market Research, Marketing / Sales