2423 Posts Found

The question that thousands of experts, bloggers, publishers, and content creators want answered is, “If there is so much free content on the Web, what content will people actually pay for?”

Having been involved with launching more than 1,000 paid-content websites over the last few years, many of which are now very profitable businesses, I’ve concluded that the following are attributes that enable them to charge … [ Read more ]

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

Marketers have been applying behavioral economics—often unknowingly—for years. A more systematic approach can unlock significant value.

Content: Article | Author: Ned Welch | Source: McKinsey Quarterly | Subjects: Economics, Marketing / Sales

If you’re using direct marketing to sell your products and services, then you know that it’s all about making an offer.

But are you testing your offers to find out what work best?

Did you know there are many ways to present an offer that can boost your response and increase your sales?

There are hundreds of offers and thousands, perhaps millions, of offer variations you can test. … [ Read more ]

Content: Article | Author: Dean Rieck | Source: MarketingProfs | Subject: Marketing / Sales

It’s said that timing is everything, and that rule certainly applies to pricing. An often overlooked factor in driving purchase decisions, timing can be applied to nearly every pricing approach. In this white paper, the authors describe a variety of options: from stretching out the elements of a purchase decision to bringing them closer together, from changing prices dynamically over time to setting time limits … [ Read more ]

Content: Article | Authors: Gus Antorcha, Just Schürmann | Source: Boston Consulting Group (BCG) | Subject: Pricing

Dave Schappell, founder and CEO of TeachStreet, talks about his company’s transition from a free to a paid service, and shares five tips that may help other startups make the leap as well.

Content: Article | Author: Dave Schappell | Source: TechCrunch | Subjects: IT / Technology / E-Business, Marketing / Sales, Strategy

It’s important to ensure that visitors find the information and products they’re looking for once they arrive. Whether you’re marketing an e-commerce, informational, or B2B site, your site search is a critical feature of your site and deserves your time and attention.

By making some small improvements to your site search, you can reap higher conversion rates, more leads, and happier repeat customers.

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

There is a fundamental ‘profit disconnect’ in business today. Companies work to bring a product to market by investing significant effort and money in research and development, distribution, and marketing strategies. But when it comes to setting a price – how businesses get compensated for their hard work and financial risk – most companies drop the ball. Critical pricing decisions are often made using arbitrary … [ Read more ]

Content: Article | Author: Rafi Mohammed | Source: ChangeThis | Subject: Pricing

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Advertisers pay millions of dollars to air TV ads that are subsequently ignored by a third of viewers. New research by HBS professor Thales S. Teixeira offers a simple, inexpensive solution for marketers to retain brand recognition.

Content: Article | Authors: Julia Hanna, Thales S. Teixeira | Source: Harvard Business School (HBS) Working Knowledge | Subject: Marketing / Sales

Companies that make the deep strategic, organizational, and operational shifts required to become effective digital marketers can not only make themselves more agile and productive but also accelerate revenue growth.

Content: Article | Author: David C. Edelman | Source: McKinsey Quarterly | Subjects: IT / Technology / E-Business, Marketing / Sales

What’s differentiates the great ones? What makes some people superstars, while most of their peers hover near the mediocre middle?

It’s not too hard to pinpoint the difference between average performers and poor ones. Easy to spot skills like work habits, product knowledge, communication style and use of sales tools, are all indicators of general competence.

The challenge for most organizations is not determining the difference between … [ Read more ]

Content: Article | Author: Lisa Earle McLeod | Source: ChangeThis | Subject: Marketing / Sales

Bookmark this page. Then, before a cold call, open this link. As you talk with the customer, listen for the objections below. When you hear one, click on it, and use one of the responses. Then click on ASK FOR THE APPOINTMENT and use one of the requests. Try it!

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

Assessing its impact as well as its volume will help companies take better advantage of buzz.

Content: Article | Authors: Jacques Bughin, Jonathan Doogan, Ole Jørgen Vetvik | Source: McKinsey Quarterly | Subject: Marketing / Sales

One way to survive online price wars is to avoid them altogether. Covert pricing skirts the online dust-up by surreptitiously offering short-lived promotional prices to micro-segments of customers. To ensure wins are not one-time events, the promotional prices change constantly—as do the targeted customers.

Content: Article | Authors: Dan Oxyer, Ozgun Ataman, Rasvan Dirlea, Tuvan Sencalis | Source: Kearney | Subject: Pricing

There’s no shortage of advice about which strategies work or don’t work for services marketing, yet they seem to conflict with each other regularly. So what’s the scoop? Which strategies work?

It’s less a question of which ones work than a question of which ones will work for you given the dynamics of what you sell. Answering that question requires many considerations, but there’s one that … [ Read more ]

Content: Article | Author: Mike Schultz | Source: MarketingProfs | Subject: Marketing / Sales

If consumers like to choose the products they buy, then providing more choice would seem like a smart business decision for a retailer. Research by Alexander Chernev suggests this is not always the case.

Content: Article | Author: Alexander Chernev | Source: Kellogg Insight | Subject: Marketing / Sales

Consumers are moving outside the purchasing funnel—changing the way they research and buy your products. If your marketing hasn’t changed in response, it should.

Content: Article | Authors: Dave Elzinga, David Court, Ole Jørgen Vetvik, Susan Mulder | Source: McKinsey Quarterly | Subject: Marketing / Sales

A common-sense course in how to write advertising copy that gets people to buy your product or service, written by a plain-speaking veteran mail order copywriter in 1960.

Best part: 100 “archetypal” headlines that people are still using in various forms today to create new controls (e.g., “When Doctors Feel Rotten, This is What They Do”).

Content: Book | Author: Vic Schwab | Subject: Advertising

There’s another thing that organizations often miss: They assume that the things you go out and study should be the things that are right in the middle of the market, so they talk to customers who are in the middle of the bell curve about the products that the company already makes. That’s usually the least useful form of observation. The most useful is to … [ Read more ]

Content: Quotation | Author: Tim Brown | Source: The Conference Board Review | Subjects: Innovation, Market Research

Predictive analytics enables you to develop mathematical models to help you better understand the variables driving success. Predictive analytics relies on formulas that compare past successes and failures, and then uses those formulas to predict future outcomes.

This article provides a quick explanation of the nine most common data-mining techniques used in predictive analytics. Becoming familiar with them will go a long way toward enabling … [ Read more ]

Content: Article | Author: Laura Patterson | Source: MarketingProfs | Subjects: IT / Technology / E-Business, Management, Marketing / Sales