DVRs Shift Viewing Times and Ad Budgets
The Key to Demand Creation
There’s only one type of marketing message that gets through to prospects, and it has nothing to do with abstract benefits.
Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales
Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers.
Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price–and … [ Read more ]
Content: Book | Author: Paul Sherry | Subject: Marketing / Sales
The Key to Sales Success: Learn the ONE Skill that Turns Average Reps into Golden Players
This white paper argues that winning salespeople are made, not born. It teases out the ONE common trait that sales gurus such as Ken Stine, Jeff Gitomer, and Jack & Suzy Welch have identified as being critical to sales success: The ability of product reps to adjust their behavior to meet their customers’ needs.
Content: Article | Source: TRACOM Group | Subjects: Customer Related, Marketing / Sales
The FLIRT model of Crowdsourcing / Collective Customer Collaboration
The FLIRT model views the Crowdsourcing / Collective Customer Collaboration phenomenon from the perspective of a company considering intensive collaboration with customer collectives and aims to identify the different actors on the field as well as their roles in the collective creation process. Furthermore, it suggests a set of elements (the FLIRT ring) that have to be considered and established in order to achieve desired … [ Read more ]
Content: Article | Author: Sami Viitamäki | Source: Debute | Subjects: Customer Related, Marketing / Sales
Forecast: Game-Based Advertising to Hit $2 Billion by 2012
Multiple Online Ad Placements Impress
Top 50 Ad Network Rankings, May 2007
The Pricing Paradox
The profit equation has three variables: price, volume, and cost. Of these, price is the most common candidate for manipulation since nothing else need change to produce profits for everyone, provided everyone changes prices together.
Editor’s Note: written in 1970…
Content: Article | Author: Bruce D. Henderson | Source: Boston Consulting Group (BCG) | Subject: Pricing
Customer-centric Product Definition: The Key to Great Product Development
Mello draws on years of experience in product development, hardware engineering, software development, and marketing, in creating this text for executives and new-product professionals. She presents a market-driven product definition (MDPD) strategy for identifying, understanding, and meeting customer- value-based demand. The text features a wealth of techniques and approaches used at a number of top companies, and includes charts, figures and a complete case study … [ Read more ]
Content: Book | Author: Sheila Mello | Subjects: Customer Related, Marketing / Sales
Segmentation and Strategy
Segmentation is a critical aspect of corporate strategy. It is essential in visualizing the competitive arena and analyzing the preferred strategic emphasis. The goal is to find a way to convert differences from competitors into a cost differential that can be maintained.
Editor’s Note: written in 1974…
Content: Article | Author: Seymour Tilles | Source: Boston Consulting Group (BCG) | Subjects: Marketing / Sales, Strategy
Online Ad Spending Hits New Record
Clayton Christensen
…Customers-people and companies-have “jobs” that arise regularly and need to get done. When customers become aware of a job that they need to get done in their lives, they look around for a product or service that they can “hire” to get the job done. This is how customers experience life. Their thought processes originate with an awareness of needing to get something done, and … [ Read more ]
Content: Quotation | Source: CIO Magazine | Subjects: Customer Related, Marketing / Sales
Clayton Christensen
Like it or not, although market researchers often develop a solid understanding of the jobs that customers are trying to do, the primary language through which the nature of the opportunity must be described in the resource allocation process is the language of market size. Asking marketers to understand this concept is not the solution to the problem-because whether it is called “marketing myopia” or … [ Read more ]
Content: Quotation | Source: CIO Magazine | Subjects: Customer Related, Market Research
Dan Herman, PhD
The brand’s strategy should be the translation of your competitive-marketing strategy into terms of a promise to your existing and prospective customers.
Content: Quotation | Source: MarketingProfs | Subject: Brand
Brand Asset Management: Driving Profitable Growth Through Your Brands
This books shows marketing managers how to value and manage their company’s brands as business assets – – and use those assets to drive their business strategy.
While price, quality, availability, and service can be easily imitated by competitors, successful brands endure as a unique and highly valuable way to attract loyal customers. Yet most companies have no clear understanding of how to create a brand, … [ Read more ]
Content: Book | Author: Scott M. Davis | Subject: Marketing / Sales
Marketing: How behaviour prediction can help to reinforce good habits but break bad ones
Human beings are creatures of habit. Many of our actions are repetitive and require little conscious thought or effort. However, according to a new study, by predicting our behavior we can actually reinforce good habits and break bad ones. The study by INSEAD Assistant Professor of Marketing Pierre Chandon and four US-based Marketing professors is called ‘When Does the Past Repeat Itself? The Role of … [ Read more ]
Content: Article | Author: Pierre Chandon | Source: INSEAD Knowledge | Subjects: Marketing / Sales, Organizational Behavior
A Simple Four-Step Strategy for Developing Content That Connects
Here’s a simple formula for creating content that effectively communicates your point, especially if the subject matter is novel or complex. This strategy can also dramatically reduce the time it takes you to put together tutorials, white papers, or presentations of any sort.
The key is to cover all the bases when it comes to the different learning styles of the audience.
Content: Article | Author: Brian Clark | Source: copyblogger | Subject: Marketing / Sales
Sales Conversion Rates for US Retailers’ E-mail Marketing Campaigns
netFactor VisitorTrack
Assuming we understand correctly what’s going on here, this company has a tool that looks at the IP address of each visitor to your site. It then researches the IP address to come up with the corporate domain name associated with that IP address. It then cross-references the corporate domain name with a business record database to fill in the blanks in terms of company … [ Read more ]
Content: Online Resource | Source: netFactor Corporation | Subjects: Competitive Intelligence, Marketing / Sales