2423 Posts Found

Sales mistakes may be inevitable but they’re not unavoidable. To eliminate them, and sell at the highest level possible, you must:

* Identify the mistakes you’re making.
* Understand why you’re making them.
* Visualize the consequence of repeating them.
* Know how to avoid them in the future.

That’s what this post is all about. Geoffrey James has gathered the 10 most common mistakes … [ Read more ]

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

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It’s official: the word ‘campaign’ is becoming more and more scarce as it relates to the new world of marketing. And rightly so. People want to be engaged with a company, organization or cause beyond a short-term gimmick. So we’re starting to see the emergence of the term ‘movement,’ which makes a lot more sense. Let’s compare the two.

Content: Article | Source: Brains on Fire | Subjects: Customer Related, Marketing / Sales

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According to Marketing Experiments, friction can be defined as psychological resistance to a given element of your sales process that causes aggravation, fatigue or confusion. While impossible to eliminate resistance, your goal is to minimize it as much as possible.

Content: Article | Author: Linda Bustos | Source: Get Elastic | Subjects: IT / Technology / E-Business, Marketing / Sales

A brand is a storehouse of trust. That matters more and more as choices multiply. People want to simplify their lives.

Content: Quotation | Author: Niall Ferguson | Source: The Economist | Subject: Brand

As they move from merely validating products to encapsulating whole lifestyles, brands are evolving a growing social dimension. In the developed world, they are seen by some to have expanded into the vacuum left by the decline of organized religion. But this has made brands—and the multinationals that are increasingly identified with them—not more powerful, but more vulnerable. Consumers will tolerate a lousy product for … [ Read more ]

Content: Quotation | Source: The Economist | Subject: Brand

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Consumers are like roaches. We spray them with marketing, and for a time it works. Then, inevitably, they develop an immunity, a resistance.

Content: Quotation | Authors: Jonathan Bond, Richard Kirshenbaum | Source: The Economist | Subject: Marketing / Sales

You know the drill: Implement a marketing strategy that is in line with your company’s broader go-to-market model but flexible enough to adapt to changing business conditions. As your go-to-market model shifts-to focus on products, channels or customers-so must the strategic role of marketing.

Content: Article | Authors: Andres Mendoza Pena, Craig Knox-Lyttle, Mary Larson, Mike Baum | Source: Kearney | Subject: Marketing / Sales

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When companies are hit with declining sales and shrinking margins, the options can start to look bleak. Attacking one challenge–by raising or lowering prices, for example–can make the other worse. But one powerful way to shore up both sales and margins in a downturn is to make your salesforce more effective.

Content: Article | Authors: Darrell K. Rigby, Dianne Ledingham | Source: Bain & Company | Subject: Marketing / Sales

Multichannel retailing has become a market imperative. Consumers who shop in two or more channels are often much more profitable than single-channel shoppers—although they expect a seamless experience across stores, catalogs, Web sites, mobile sites, call centers, TV networks, and direct mail. It’s a daunting challenge, but retailers often overestimate its difficulty. Rather than focus only on big investments in technology integration, retailers should also … [ Read more ]

Content: Article | Authors: Jean-Manuel Izaret, Mary Egan | Source: Boston Consulting Group (BCG) | Subjects: Industry Specific, Marketing / Sales | Industry: Retail

Most organizations don’t know what to make of their Web Analytics, meaning they can’t take action to improve their site based on the information they have. And while the best bet in these situations is simply to hire an expert guide, that may not be an option for you (or maybe you’re just a hard-core DIY-er when it comes to website improvement). If … [ Read more ]

Content: Article | Author: Jeff Sexton | Source: GrokDotCom | Subject: Marketing / Sales

A conversation with Dan Ariely.

Content: Thought Leader | Authors: Dan Ariely, Jon Warshawsky | Source: Deloitte Review | Subjects: Marketing / Sales, Organizational Behavior

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Most companies need to lower prices in a downturn. But the range of outcomes can vary widely. And pricing decisions made now are likely to affect customers’ perceptions for a long time to come. What matters most is how effectively companies manage pricing.

Content: Article | Authors: Darrell K. Rigby, Ouriel Lancry | Source: Bain & Company | Subject: Pricing

Loyal customers cost less to serve. They concentrate spending with companies they trust. And they help stretch marketing dollars through word-of-mouth referrals. The powerful advantages of customer loyalty help explain why the biggest changes in market share occur during downturns.

Content: Article | Authors: Darrell K. Rigby, Rob Markey | Source: Bain & Company | Subjects: Customer Related, Management, Marketing / Sales

Here are the nine ways your audience will respond to your online content.

Content: Article | Author: Rajesh Setty | Source: Lateral Action | Subjects: Customer Related, IT / Technology / E-Business, Marketing / Sales