2423 Posts Found

The most established way to handle a price objection is to ask a question. It goes like this:
“If we were the same price as the competitor would you prefer our proposal?”
What is the client to say? If they say “Well, no actually,” seemingly the worst outcome, at least you can now ask, “Why?” and deal with the other objections real or imagined. Suppose they say, … [ Read more ]

Content: Quotation | Source: TheWorkingManager.com | Subject: Marketing / Sales

This site helps you stay on top of email delivery rates by making it easy to see whether the IP addresses you use to send your emails are blacklisted by any of the major ISPs or sp@m reporting services. Almost every IP address (whether yours or that of your email broadcast vendor’s) usually shows up on some blacklist somewhere, but you definitely need to make … [ Read more ]

Content: Online Resource | Author: R. Scott Perry | Subjects: Free Stuff / Tools, Marketing / Sales

One of the promises of interactive marketing has long been its ability to create intimate relationships with our customers. As a promise, it has been largely unfulfilled. The consumer experience of these relationships is typically lackluster, and the marketers’ gains have been on the whole unremarkable.

Which begs the question, “What are marketers doing wrong?”

Content: Article | Author: Matthew Syrett | Source: MarketingProfs | Subjects: Customer Related, Marketing / Sales

This is probably the most reliable no-cost email content checker available. It is based on rules and content from the Sp@mAssassin set of sp@m indicators. Use it to get an instant summary report on how likely it is that your marketing message or email newsletter will get stopped by the mail servers behind Sp@mAssassin and similar Bayesian-style filters. More details and explanations are sent to … [ Read more ]

Content: Online Resource | Source: Lyris | Subjects: Free Stuff / Tools, Marketing / Sales

“Women are the world’s most powerful consumers.” So begins Barletta as she presents her thesis that men’s marketing doesn’t work for women. We learn that in comparison to men, women have a very different set of priorities, preferences, and attitudes; their purchase decisions are radically different; and they respond differently to marketing media and messages. The purpose of this book, then, is to explain why … [ Read more ]

Content: Book | Author: Martha Barletta | Subject: Marketing / Sales

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MarketingNPV aims to provide the knowledge, skills and tools needed to help marketing professionals improve decision-making and ROI measurement. Of special interest at the site are several sophisticated, no-cost analytic tools available for download. For example, the Bass Diffusion Model is a forecasting model that assists in preparing new product forecasts when there is no historical data. The Forward ROI tool offers a way to … [ Read more ]

Content: Online Resource | Source: MarketingNPV | Subjects: Free Stuff / Tools, Marketing / Sales

With the increasing globalization of brands, effective brand management in differentiating products has become even more essential. This helpful volume provides the latest strategies for maximizing the value of your brands and products. Articles include: “Building Brands Without Mass Media” by Erich Joachimsthaler and David A. Aaker, “Brands vs. Private Labels: Fighting to Win” by John A. Quelch and David Harding, “How Do You Grow … [ Read more ]

Content: Book | Authors: David Aaker, David Kenny, Erich Joachimsthaler, John A. Quelch, Mark Jonathan, Vijay Vishwanath | Subject: Marketing / Sales

The media have been mining human attention – the ultimate finite resource – for centuries. Traditionally, they have done so in two ways: charging for access and selling impressions. Charging for access is straightforward. It involves offering people something fun or valuable enough to do with their spare attention that they’ll pay for it. Selling impressions involves carving out small slices of the attention that … [ Read more ]

Content: Quotation | Source: Business 2.0 | Subjects: Business Rules, Marketing / Sales

High-performance businesses know that mastery in sales management is critical to success-to increasing share of the customer. Yet Accenture research has shown that many executives do not have the confidence that their sales organization is fully prepared for the challenge. Executives know that effective selling involves more than good processes and information systems; it involves developing the right people with the right skills and incenting … [ Read more ]

Content: Article | Authors: Eric Gist, Patrick Mosher | Source: Accenture | Subjects: Management, Marketing / Sales

Even if you’re still working with a No. 2 pencil and scrap paper, there’s no reason you can’t produce outstanding quality forecasts with more predictability and reliability than you’ve ever experienced before.

Content: Article | Author: Pat LaPointe | Source: MarketingProfs | Subjects: Marketing / Sales, Operations

Companies habitually charge less than they could for new offerings. It’s a terrible habit.

Content: Article | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Source: McKinsey Quarterly | Subjects: Pricing, Strategy

How many people do you need to survey in order to generate a meaningful result? This Sample Size Calculator will help you find out. Let’s say you have 10,000 customers and you’d like to determine with a 95% confidence level how they will react to your new pricing plan, with a confidence interval of 4% (meaning results will be indicative, plus or minus 4%, of … [ Read more ]

Content: Online Resource | Source: Creative Research Systems | Subjects: Market Research, Statistics

The Price Advantage, written by three preeminent experts at McKinsey & Company, is the most pragmatic and insightful book on pricing available. Based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in basic pricing research, this book is designed to be a comprehensive guide for managers through the maze of pricing issues. The authors examine state-of-the-art approaches for analyzing and … [ Read more ]

Content: Book | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Subject: Marketing / Sales

When members of your executive management team communicate with key market influencers, are they delivering the right message? Or are they winging it? Are your product people muttering that management doesn’t listen to them—or worse? Ouch!

Did I hit a sensitive nerve? If the message that key influencers hear from top management is different from the one going out to the rest of your marketing … [ Read more ]

Content: Article | Author: Lawson Abinanti | Source: TechnologyEvaluation.com | Subject: Marketing / Sales

Loyalty programs are profitable – if used correctly. HBS Marketing professor Rajiv Lal discusses how grocery stores get it wrong. But you can get it right.

Content: Article | Author: Manda Salls | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Industry Specific, Marketing / Sales | Industry: Retail

The Entrepreneur.com website offers self-serve market research tools from Third Wave Research, which is a spin-off of the Applied Population Laboratory at the University of Wisconsin-Madison. Utilizing US Census data, these tools deliver stats on demographics, demographic trends, household spending, business profiling and product spending for the entire US in real-time, at no cost. Want to know just how cool these tools are? Go to … [ Read more ]

Content: Online Resource | Sources: Entrepreneur.com, Third Wave Research | Subject: Market Research

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It ain’t pretty, but then neither are some of the revelations in this interesting site. Simple and straightforward in design, PollingReport.com pulls together a whole bunch of recent public opinion surveys and divides them into easy-to-find categories. These polls are all from reliable sources: The Gallup Organization, the Pew Research Center for the People and the Press, media organizations such as The Wall Street Journal, … [ Read more ]

Content: Online Resource | Source: The Polling Report Inc. | Subjects: Market Research, Miscellaneous

In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives, says Jonathan Byrnes. Here’s what you can do to fix it.

Content: Article | Author: Jonathan Byrnes | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Management, Marketing / Sales