2423 Posts Found

“Do I really need that?”

Those are probably the 5 scariest words in website optimization today. More and more visitors are asking themselves that question and then not buying.

They’re applying a considered purchase mindset to much lower price-points than ever before. And most websites’ copywriting is coming up short in the face of this new challenge, since most of it was written to describe … [ Read more ]

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

The Fogg Behavior Model shows that three elements must converge at the same moment for a behavior to occur: Motivation, Ability, and Trigger. When a behavior does not occur, at least one of those three elements is missing.

Content: Article | Author: Melissa Burdon | Source: GrokDotCom | Subject: Marketing / Sales

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Our relationship with money has many facets. Some people seem addicted to accumulating it, while others can’t help maxing out their credit cards and find it impossible to save for a rainy day. As we come to understand more about money’s effect on us, it is emerging that some people’s brains can react to it as they would to a drug, while to others it … [ Read more ]

Content: Article | Author: Mark Buchanan | Source: New Scientist | Subjects: Marketing / Sales, Miscellaneous, Organizational Behavior

Advertising that focuses on how customers experience the product produces better results than focusing on money. “Because a person’s experience with a product tends to foster feelings of personal connection with it, referring to time typically leads to more favorable attitudes — and to more purchases,” says Professor Jennifer Aaker, one of the authors of a recent study.

Content: Article | Authors: Cassie Mogilner, Jennifer Aaker | Source: Stanford University | Subject: Marketing / Sales

In today’s environment win/loss analysis is something any company can do to bolster revenue efforts; yet many companies fail to do this work. When done properly win/loss analysis provides clarity and insights into customers’ perceptions of your product, experience throughout the sales cycle, and expectations created by your company messaging. Institutionalizing win/loss analysis will create requirements to product development, feedback about messaging to … [ Read more ]

Content: Article | Author: Laura Patterson | Subjects: Best Practices, Management, Marketing / Sales

Where is your organization in developing your digital marketing measurement and optimization capabilities? A simple model points you in the right direction.

Content: Article | Author: Neil Mason | Source: ClickZ | Subject: Marketing / Sales

A Zebra score-driven sales process will galvanize your entire organization, transforming a wasteful sales and business culture into one of the most efficient, proud, and productive aspects of your business.

Content: Article | Authors: Chad Koser, Jeffrey Koser | Source: ChangeThis | Subject: Marketing / Sales

Getting customers to spread the word about a new product through their social or professional networks is a hot strategy in the marketing world. But how do companies find the right individuals to deliver the message? New research by Wharton marketing professors Raghuram Iyengar and Christophe Van den Bulte finds that traditional targets may not be so influential.

Content: Article | Authors: Christophe Van den Bulte, Raghuram Iyengar | Source: Knowledge@Wharton | Subject: Marketing / Sales

What makes customers buy? Marketing guru Martin Lindstrom explains the power of subliminal advertising and why most advertisements are not effective.

Content: Multimedia Content | Authors: Carmine Gallo, Martin Lindstrom | Source: BNET | Subjects: Advertising, Marketing / Sales

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Sales presentations aren’t about selling your company’s product or services; they’re about selling the results the customer wants. With this in mind, here are nine questions to ask yourself before you make any sales presentation.

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

In a world of too many options and too little time, our obvious choice is to just ignore the ordinary stuff. Marketing guru Seth Godin spells out why, when it comes to getting our attention, bad or bizarre ideas are more successful than boring ones.

Content: Multimedia Content | Author: Seth Godin | Source: TED Conferences LLC | Subject: Marketing / Sales

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Are monetary savings the only explanation for consumer response to a sales promotion? If not, how do the different consumer benefits of a sales promotion influence its effectiveness? To address the first question, this research builds a framework of the multiple consumer benefits of a sales promotion. Through a series of measurement studies, the authors find that monetary and nonmonetary promotions provide consumers with different … [ Read more ]

Content: Article | Authors: Brian Wansink, Gilles Laurent, Pierre Chandon | Source: INSEAD | Subject: Marketing / Sales

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A good opt-in procedure lays the foundation for a strong email program, but a well-thought-out series of welcome emails will help turn your newcomer into a long-term subscriber.

Content: Article | Author: Loren McDonald | Source: MarketingProfs | Subject: Marketing / Sales