2423 Posts Found

This content is restricted to site members. Please log in or register

What makes the idea of cross-selling so insidious is that it is half-right. Customers do want to conserve their energies when they shop. They like, for example, to be able to buy a pint of milk and a gallon of petrol at the same service station. It is also true that what you learn about a customer in one selling context can sometimes be profitably … [ Read more ]

Content: Quotation | Source: Financial Times | Subject: Marketing / Sales

Word-of-mouth-driven consumers – consumers who both listen to and spread purchase-related word of mouth – present a challenge to marketers. These online consumers don’t earn much, but they spend more than other online consumers, making them an attractive target for marketers. They feel strongly about how they shop, but their attitudes toward loyalty, pricing, and advertising are contradictory. How do marketers harness these word-of-mouth-driven consumers? … [ Read more ]

Content: Article | Author: Carrie A. Johnson | Source: Forrester Research | Subjects: Demographics, Marketing / Sales

Finding the answers to nine questions will help you decide whether the opportunity has the potential for profit – or peril.

Editor’s Note: this article is written from a consultant’s perspective but the questions are worth considering for any sales position…

Content: Article | Author: Michael W. McLaughlin | Source: CEO Refresher | Subject: Marketing / Sales

Pricing decisions can become significantly more manageable when supported with effective pricing research. The key to it, like with any research, is designing it right and executing it effectively. This article offers a framework, entitled the “5 Cardinal Rules of Pricing Research”, that will help your company make those critical pricing decisions, but also make you more effective in providing the answers.

Content: Article | Author: Paul Hunt | Source: The Advantage Group | Subjects: Marketing / Sales, Pricing

Thousands of entrepreneurs and small businesses suffer from not understanding their customers. They don’t what they are doing right that causes customers to come to them. And, importantly, they don’t know why customers choose to shop a competitor instead. Essentially, they lack a clear understanding of the needs of their customers and prospects which, if exploited, would assuredly grow their business. Often ego or downright … [ Read more ]

Content: Book | Author: Robert J. Kaden | Subjects: Market Research, Marketing / Sales

This article covers why salespeople really do not know why they have won or lost business, although often they think they do. In order to help in diagnosing why one may have lost some deals, the article shares, in letterman-style reverse order, the top ten reasons that salespeople get outsold. [BNET Annotation]

Content: Article | Author: Dave Stein | Source: EyesOnSales | Subject: Marketing / Sales

This content is restricted to site members. Please log in or register

No two clıents are the same. Your servıces shouldn’t be, either.

Content: Article | Author: David H. Freedman | Source: Inc. Magazine | Subjects: Customer Related, Marketing / Sales

This content is restricted to site members. Please log in or register

IBISWorld Industry data covers over 680 Industries in the United State’s economy. To obtain an overview of the industry you are interested in, select your specific industry from the alphabetical list or choose an industry category from the list below. Basic information is provided free of charge and more complete reports can be purchased

Content: Online Resource | Source: IBISWorld | Subjects: Market Research, Reference / Search

In new research, Stefan Stremersch and a colleague explore the pattern of product growth after the takeoff point to determine if growth differs across countries, whether such differences can be explained by culture or economics and the implications of these results on new product strategy. The paper entitled, “Understanding and Managing International Growth of New Products,” was recently published in the International Journal of Research … [ Read more ]

Content: Article | Source: Knowledge@Emory | Subjects: International, Marketing / Sales

Visionaries buy on the promise of a product; pragmatists buy when the product’s benefits are proven. But pragmatists usually control the bulk of the money. Understanding how a specific set of pragmatists and visionaries relate to one another in the application that the venture chooses to pursue is the key to rapid revenue growth; because, if you do business with the “wrong” visionaries, they’ll lead … [ Read more ]

Content: Quotation | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Entrepreneurship, Marketing / Sales

A big part of email marketing is getting your messages delivered. A big part of getting your messages delivered is your so-called reputation. At this site, you can check the reputation and activity of any domain name or IP address. The instant results include message volume, the number of unique IPs sending email during the last 30 days and IP addresses in this domain sending … [ Read more ]

Content: Online Resource | Source: CipherTrust Inc. | Subject: Marketing / Sales

Ran Kivetz and Itamar Simonson have embarked on a broad research effort to understand why customers join loyalty programs and how they use them. They recently completed a paper that examined how the amount of effort consumers must expend to get a reward-how many miles, points, or purchases they must accumulate-affects the types of rewards they prefer. Kivetz and Simonson found that the more … [ Read more ]

Content: Article | Authors: Itamar Simonson, Ran Kivetz | Source: Stanford University | Subjects: Customer Related, Marketing / Sales

What’s an “elephant?” It is a big client. This is the book that will teach you how to bag an elephant. The book is one of the most detailed “how to” sales books I have come across…The book shows you that shooting high can be done but needs some preparation. Kaplan also helps by explaining the challenges of bagging the big one…The book is loaded … [ Read more ]

Content: Book | Author: Steve Kaplan | Subject: Marketing / Sales

There’s an old saying about rolling out a successful new product: “It always takes longer and costs more.” Many company executives are resigned to this state of affairs, determined to ride out the tough phase of the new product cycle on the path to positive cash flow.

But it doesn’t have to be that way. By learning from the mistakes of the past, start-ups can build … [ Read more ]

Content: Article | Author: Mark Leslie | Source: El Dorado Ventures | Subjects: Entrepreneurship, Marketing / Sales

This content is restricted to site members. Please log in or register

Forecasting and meeting revenue targets will continue to be the most important job for even the roughest, toughest senior sales executive. Forecasting revenue targets and communicating revenue expectations (especially revenue shortfall!) is too important a task for the Sales Vice President to delegate down to the individual sales rep. In fact, rolling up sales reps’ forecasts is like a high-stakes card game in Dodge City.

Editor’s … [ Read more ]

Content: Article | Source: Warner Sales Architects | Subject: Marketing / Sales

When does culture influence consumer purchasing decisions? This is a complex and under-examined issue recently explored by Donnel Briley and Jennifer Aaker. Four experiments found that culture-based differences show up when information is processed in a cursory and spontaneous manner. But when there is time to deliberate more – by examining information on the Web, for instance – attempts by advertisers to rely on cultural … [ Read more ]

Content: Article | Authors: Donnel L.Briley, Jennifer L. Aaker | Source: Stanford University | Subject: Marketing / Sales