Changes in the way customers buy technology are stressing existing vendor channel and partner organizations, processes, and capabilities. As a result, companies need to rethink the ways they allocate their channel marketing resources and how they use marketing infrastructure to scale their channel operations, particularly as they target the SMB market. Read the rest of this entry »
Attrition, arguably, is a somewhat nascent issue. But it is one that should be addressed.
Whether your company has an ongoing customer relationship, such as a bank or magazine publisher does, or your sales effort is based on single-unit sales and repeat purchasers, attrition affects us all. Read the rest of this entry »
“Lead nurturing” is commonly referred to in marketing publications and blogs, and frequently discussed at B2B marketing events. Defined as “a relationship-building approach utilizing multiple media to provide relevant information tailored to prospects while engaging in an ongoing dialog until qualified prospects are ’sales ready,’” lead nurturing has become an integral component of an overall marketing strategy. Read the rest of this entry »
Selling is not so much about the features of our products or services—or even the benefits the customer receives. Rather, it is about our relationship with the customer. People do business with people they trust. Read the rest of this entry »
Executives in every industry are demanding definitive results linking marketing spend to business impact, and tradeshows are no exception. Exhibit managers need solid data when selecting the right tradeshows for their companies. Read the rest of this entry »
According to several email newsletter marketing studies, over half of respondents don’t plan to add mobile marketing to their marketing strategies soon. However, one-third of them say they’re keeping their eye on mobile marketing. Read the rest of this entry »
Stop! Stop and think about one thing. Remember! Remember that house in the neighborhood that all of the kids loved to visit? Remember? It was the fun place where everyone wanted to “hang out.” Think about it. I will come back to that house. Read the rest of this entry »
Coercive, offensive, and monopolistic. That’s what critics say about advertising. You’ve probably heard most of the complaints: advertising sends subliminal messages to make us buy products we don’t need or want, it creates the very needs and wants it aims to satisfy, it is offensive to good taste and needs to be better regulated, it erects barriers to market entry, and it increases prices.
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Wouldn’t it be nice if everyone got as excited about your company as you are? Unfortunately some businesses just aren’t very sexy; in fact, some businesses are downright boring.
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Every day a simple signal is generated on Wall Street for CEOs of publicly held companies to let them know how they are doing. That signal is up, down, or unchanged. Unfortunately, many CEOs of privately held companies close the door at the end of the day without any feedback on their performance. They are chasing a market that doesn’t seem to be talking to them. They feel like they are in a black box. And they are. Read the rest of this entry »
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