2423 Posts Found

There is a crucial step that marketing departments can take to have a positive impact on the outcome of their initiatives for the year: deploying an effective lead-management process.

Content: Article | Author: Robert J. Moreau | Source: MarketingProfs | Subject: Marketing / Sales

Even the most sophisticated professionals get caught in the presentation trap. They spend an inordinate amount of time preparing for a razzle-dazzle presentation and often lose sight of the issues at hand.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

If strategy is the art of allocating scarce resources, then segmentation-and the understanding it provides about your core customer groups-is part of the science informing that allocation.

Content: Quotation | Source: Bain & Company | Subjects: Marketing / Sales, Strategy

Customer segmentation divides customers into groups based only on those needs and factors actually driving purchase decisions. A common mistake is to segment customers based on peripheral characteristics that, while interesting, provide no help in achieving the fundamental goal of segmentation: selling more product more profitably.

Content: Quotation | Source: Bain & Company | Subjects: Customer Related, Marketing / Sales

Obvious Adams was first published as a short story in the Saturday Evening Post in April, 1916. Though it was the story of an advertising man, it was quickly recognized as presenting a germ idea basic to outstanding success in the business world and the professions. Obvious Adams soon became a legendary character. He was quoted in business conferences and at board meetings.

Content: Book | Author: Robert R. Updegraff | Subjects: Management, Marketing / Sales

Consumers often say they want to be socially responsible when it comes to buying food, clothing, office supplies, and the like. But consumers’ noble sentiments are not often reflected in their actions at the checkout. In fact, a number of corporations have seen their efforts to sell socially responsible products fall flat because consumers failed to buy them in any significant numbers. There are, however, … [ Read more ]

Content: Article | Authors: Giana Eckhardt, Patrice Auger, Thomas Bir, Timothy M. Devinney | Source: Stanford University | Subjects: Marketing / Sales, Social Responsibility (ESG)

Twelve characteristics to provide standards and metrics that create accountability for marketing decisions.

Content: Article | Author: David W. Stewart, Ph.D. | Source: Graziadio Business Report | Subject: Marketing / Sales

Readability scales can help you make your persuasive copywriting more accessible to your audience.

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

Win the heart and the mind will follow. The mind (logical left brain) can always find logic to justify what the heart (intuitive right brain) has already decided.

Content: Quotation | Source: How to Measure the Strength of a Brand | Subjects: Marketing / Sales, Persuasion

Wharton researchers have developed a mathematical model that they say will allow companies, for the first time, to predict at what pace new products will gain acceptance in markets where purchasing decisions by knowledgeable, influential customers sway the buying habits of others. Wharton marketing professor Christophe Van den Bulte and doctoral student Yogesh V. Joshi say their model can be put to use in industries … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subject: Marketing / Sales

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It is quite strange to note that most good salespersons are not aware of the characteristics that set them apart from other salespersons. Researches indicate that most salespersons give the credit of good sales to positive attitude, goals, and high aspirations. In addition, most salespersons have little knowledge about what it takes to be top sales professional. Hence, it is important for salespersons to identify … [ Read more ]

Content: Article | Author: Kerry L. Johnson, Ph.D. | Source: Event Solution International | Subject: Marketing / Sales

In today’s economy, sales people have to write more proposals, and better proposals, than ever before. As the industry has become more competitive and complex, customers have become both more confused and more demanding. As a result, they are likely to listen to a presentation, nod their heads, and mutter those dreaded words, “Sounds good! Why don’t you put that in writing for me?” In … [ Read more ]

Content: Article | Sources: TechnologyEvaluation.com, The Sant Corporation | Subject: Marketing / Sales

When making a purchase, a consumer has a choice between using frequent-flier miles, cash, or some combination thereof. Which will he or she choose? Another consumer has an opportunity to participate in a special program to get a free car wash after paying for a certain number of washes. What’s the best way for the car-wash owner to motivate the customer to participate? Such questions … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Customer Related, Marketing / Sales

Market-Driven Thinking provides a useful mental model and tools for learning about how executives and customers think within marketplace contexts. When the need to learn about how executives and customer think is recognized, a solution is usually implemented automatically, with no thought given to the relative worth of alternative methods to learn fill the need. Thus, the “dominant logics” (most often implemented methods) to learn … [ Read more ]

Content: Book | Author: Arch G. Woodside | Subject: Marketing / Sales

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Is one of the goals of your business-to-business advertising sales leads generation for your salespeople, representatives, distributors or resellers? Consider these proven B2B sales leads generation techniques gleaned from working with over 170 companies and some of the best marketers in the business.

Content: Article | Author: M. H. “Mac” McIntosh | Source: CEO Refresher | Subjects: Advertising, Marketing / Sales | Industry: Advertising

Most companies fail to capture all of the opportunities for generating growth, profit, and competitive advantage through pricing. What’s more, many companies do an especially poor job of managing pricing as they come out of an economic downturn. Pricing for the recovery is an opportunity they can’t afford to miss. The authors discuss how companies can pull the appropriate pricing levers for the cost structures, … [ Read more ]

Content: Article | Authors: Henry M. Vogel, Ulrika Dellby | Source: Boston Consulting Group (BCG) | Subject: Pricing

Firms are typically driven by the competing objectives of the marketing and sales departments. Sales personnel are rewarded for volume increases, yet marketing frequently owns the P&L. At many companies, an “iron curtain” goes up between these units, with marketing executives centralizing authority in a vain attempt to control and improve sales promotion and local marketing; meanwhile, out in the “real world,” sales pushes volume … [ Read more ]

Content: Quotation | Source: strategy+business | Subject: Marketing / Sales