Ad Revenues up 7% in Q1 2003
Successful Marketing Events
What is the appropriate measure of success for marketing events? This article answers that question and provides some tips for achieving success.
Content: Article | Author: Joel Klebanoff | Source: MarcommWise.com | Subject: Marketing / Sales
How Snap-on Tools Ratchets Its Brand
The way to create a world-class brand is to give customers what they need, when they need it, and never let them out of your sight.
Content: Case Study | Author: Glenn Rifkin | Source: strategy+business | Subjects: Industry Specific, Marketing / Sales | Industry: Automotive
Let’s Talk
Commerce is once again becoming conversational as technology enables companies to interact intelligently with individual customers across time. Gaining a better understanding of the mechanics of good conversation can help businesses become more than good companies-they can also become good company.
Editor’s Note: this is an excellent article and deceptively so. I first started skimming it and halfway through realized that it contained a lot … [ Read more ]
Content: Article | Authors: Brian A. Johnson, Paul F. Nunes | Source: Outlook Journal (Accenture) | Subjects: Customer Related, Marketing / Sales
Selling with Emotional Intelligence : 5 Skills for Building Stronger Client Relationships
Goleman’s concept of emotional intelligence beats IQ in the world of sales, too, according to consultant Anthony. The book shows sales pros how to develop and apply EQ using the ARROW model, a set of five interpersonal traits: awareness, restraint, resilience, empathy, and rapport.
Content: Book | Author: Mitch Anthony | Subject: Marketing / Sales
From All About You to All About Them
As a presenter, shift away from expressing your individual style of communicating. Instead, adapt your presentation to the audience’s style of decision-making. If you’re not doing this, you’re losing the other side of the desk.
Content: Article | Author: Cliff Atkinson | Source: MarketingProfs | Subject: Marketing / Sales
Linear Versus Spacial Communications Plans
A look at how comprehensive, fully-integrated, linear marketing communications plans and campaigns can optimize the return on your communications investment.
Content: Article | Author: Andy Marken | Source: MarcommWise.com | Subject: Marketing / Sales
The Medium Shapes the Message
Impact of Customized and Dynamic Pricing
Martha Barletta
Studies have shown that the male sees his relationship to others in terms of higher-lower, faster-slower, first-second. A female sees her relationships in less competitive terms: similar to-different from, know her-don’t know her. Thus advertising that says others will be jealous if you own this product works with men, but is off-putting to women. Women want to be able to say: “Yep, that’s my life. … [ Read more ]
Content: Quotation | Source: Knowledge@Wharton | Subjects: Advertising, Marketing / Sales
Are Your Headlines Missing These Precise Psychological Triggers?
The last thing you need is a do-nothing headline that takes your marketing strategy down with it.
Find out for yourself the precise psychological reasons why headlines entice us.
Content: Article | Author: Sean D’Souza | Source: MarketingProfs | Subject: Marketing / Sales
Discovering the Hidden Value in Global Account Management
Global account management is a new organizational form designed to better serve global customers. While there are some similarities with national and key account management programs, the real value comes from understanding the customer from a global perspective. A global account management often adds a layer of organizational structure to facilitate the better management of company’s resources to serve a select set of global accounts. … [ Read more ]
Content: Article | Author: H. David Hennessey | Source: Babson Insight | Subject: Marketing / Sales
Measuring Marketing Success: Does a change in attitude equal a change in behavior
When it comes to measuring the impact of marketing campaigns, almost all evaluations are still based on some type of attitudinal analysis. This approach assumes that attitudes and opinions lead directly to desired behaviors. There’s only one problem: No one has ever proven that “changing attitudes” actually contributes to a bottom line impact.A study of the measurements of the success of marketing activities.
Content: Article | Author: Tim Riesterer | Source: MarcommWise.com | Subject: Marketing / Sales
Tom Barnes
Email is still a great way to communicate with customers, but it is now-officially-a horrible way to prospect. So before you launch any email program make sure it’s about customer retention and not about acquisition. And even then, don’t assume it’s working until you can verify that with metrics other than open and opt-out rates.
Content: Quotation | Source: MarketingProfs | Subject: Marketing / Sales
Search Powers Online Ad Revival
The Internet as Integrator – Fast Brand Building in Slow-Growth Markets
To link and augment marketing communications programs, spin the Web around them.
Content: Article | Author: David Aaker | Source: strategy+business | Subject: Marketing / Sales
What the CEO Can Do to Put Sales and Marketing on the Same Revenue Page
The buying pipeline promotes the entire sales cycle, from target to contact, to suspect, to lead, to qualified lead, to prospect and finally to customer and all the steps and time in between. In an effective pipeline organization, Marketing and Sales collaborate to understand where each opportunity is in the pipeline and who has the primary responsibility to move it forward.
Content: Article | Author: Laura Patterson | Source: CEO Refresher | Subject: Marketing / Sales
InsightExpress
InsightExpress bills itself as the world’s leading provider of fully automated market research, leveraging the power of the Internet to deliver timely, affordable, and reliable research conducted among targeted audiences, customers and employees. Though this is predominantly a paid-service site, there are some free areas, including a white paper on research best practices, a market research dictionary and monthly industry toplines (free periodic industry surveys … [ Read more ]
Content: Online Resource | Source: InsightExpress | Subject: Market Research
What’s Your Value Proposition?
Anyone in business, politics, or public service should be able to answer the question, “What’s your value proposition?”
Here are some of the dynamics and concepts that contribute to a cogent value proposition.
Content: Article | Author: Michael L. Perla | Source: MarketingProfs | Subject: Marketing / Sales
Accountability Marketing
There is tremendous power in programs designed to: identify and acquire new prospects; retain and expand current customers; develop and support the sales channel; and create brand images that truly help the company sell. If done correctly, these programs will have the cumulative effect of helping reduce the actual cost of selling by shortening the sales cycle and maximizing the effectiveness of expensive field sales … [ Read more ]
Content: Article | Author: Tim Riesterer | Source: MarcommWise.com | Subject: Marketing / Sales