2423 Posts Found

Rather than a one-hit approach, you need to determine where webinars fit into the overall sales cycle.

Content: Article | Author: Laura Heinrich | Source: MarketingProfs | Subject: Marketing / Sales

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The guys at GrokDotCom put together a list of some of their favorite Web copy resources in what they refer to as the ultimate cheat sheet.

Content: Article | Source: GrokDotCom | Subject: Marketing / Sales

Most everything I’ve read and heard about differentiation is wrong. I suspect the same is true for you.

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

Here are the fourteen absolutely indispensable power tools that should be in every sales rep’s bag of tricks.

Content: Article | Authors: Barry Rhein, Geoffrey James | Source: BNET | Subject: Marketing / Sales

The fanfare and promise that boosted CRM’s introduction – and raised managers’ expectations – have turned to disappointment and doubt. There is, as these authors point out, still hope for reviving and realizing hopes for high returns from CRM. To help them, managers would do well to apply the lessons that these authors write about.

Content: Article | Authors: Michael Pearce, Yvette Mahieu | Source: Ivey Business Journal | Subjects: Customer Related, IT / Technology / E-Business, Marketing / Sales

Consumers get hit with the price-increase hammer every time they drive past a gas station. Harvard Business School professor John Quelch offers tips on how marketers can cope with inflation and consumer sticker shock.

Content: Article | Author: John A. Quelch | Source: Harvard Business School (HBS) Working Knowledge | Subject: Pricing

There are times when testimonials are incredibly powerful, and times when they might actually hurt you. Testimonials hurt you when people don’t think they’re real. Anything that sounds vague or cliché can smack of insincerity. Here are three traits of strong testimonials.

Content: Article | Author: Holly Buchanan | Source: GrokDotCom | Subject: Marketing / Sales

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A quick guide to handling a price hike without hurting your business.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Pricing

Experiential marketing, a decidedly turn-of-the-millennium form of corporate persuasion that strives to elicit a powerful sensory or cognitive consumer response, is rapidly superseding the stodgy features-and-benefits approach generally in vogue since the gray-flannel ’50s. In fact, says Bernd H. Schmitt, a professor of marketing and director of the Center on Global Brand Management at Columbia Business School, leading enterprises ranging from Gillette and Martha Stewart … [ Read more ]

Content: Book | Author: Bernd H. Schmitt | Subjects: Customer Related, Marketing / Sales

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The advent of digital and social media has introduced important new questions to ask, evaluate, and ask again. Here are 10 to consider.

Content: Article | Author: Pete Blackshaw | Source: ClickZ | Subject: Marketing / Sales

Marketing professionals know that careful, accurate, and constant campaign tracking and analysis are just as important as delivery itself. Your email marketing campaigns, integrated with Google Analytics, make this possible – and easier to do than ever before.

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

Account planning exists for the sole purpose of creating advertising that truly connects with consumers. While many in the industry are still dissecting consumer behavior, extrapolating demographic trends, developing complex behavioral models, and measuring Pavlovian salivary responses, Steel advocates an approach to consumer research that is based on simplicity, common sense, and creativity–an approach that gains access to consumers’ hearts and minds, develops ongoing relationships … [ Read more ]

Content: Book | Author: Jon Steel | Subjects: Advertising, Market Research, Marketing / Sales

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Psychologists often use the term “psychological reactance” to explain why people, when feeling that their personal freedom is being threatened, react negatively to attempts to persuade or influence them. One can argue that reactance also occurs when consumers receive highly personalised communication from firms and brands. If a newly purchased brand suddenly pretends to be your best friend and uses personal information about your date … [ Read more ]

Content: Quotation | Author: Helge Thorbjørnsen | Source: European Business Forum (EBF) | Subjects: Marketing / Sales, Personality / Behavior

As consumer companies make better products at lower cost, it becomes harder to differentiate among them. Therefore, advantage has shifted from supply-side capabilities to demand-side strategies, from upstream processes to the downstream go-to-market activities of pricing, trade spending, marketing, advertising, and sales. Today, success comes not just from raw data, but its transformation into strategic information. It is in organizing for adaptability and responsiveness that … [ Read more ]

Content: Article | Authors: Anthony Pralle, Jens Harsaae, Miki Tsusaka, Patrick Ducasse, Tomer Tzur | Source: Boston Consulting Group (BCG) | Subject: Marketing / Sales

The uncomfortable fact for many green marketers–and targets of that marketing–is that genuinely going green would mean giving up most of the products and services that clutter our consumer culture. It would mean simplifying, valuing time and people over stuff. How can most products avoid the sin of the hidden trade-off? With a simple label: “You don’t really need this.”

Content: Quotation | Author: David Roberts | Source: Fast Company | Subjects: Marketing / Sales, Social Responsibility (ESG)

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