What to Consider when selecting an Indirect Sales Partner – Part II
In my last posting, I talked about a number of critical considerations/ activities that one must review when selecting to use an indirect channel. As I have said in other postings regarding channels...
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Account Control is DEAD !
Bad news Timmy, not only is there no Santa Claus, but account control no longer exists! So if you are living in the old world where sales people knew everything about their accounts, where they...
View ArticleWhat is a great value proposition?
Value propositions are very important to business because if they are done correctly they uniquely define something that a company offers to their customer that addresses their need(s)....
View ArticleIs There a Different Between For Profit and Non-Profit From a Marketing Point...
For those who always read the last chapter in a book first, the answer is there is no there is no difference between for profit companies and non-profits. For the rest of you please read on. In one of...
View Article5 Suggestions for Making The Year
It is the end of June, and the year is half over. The stock market appears to be heading down, unemployment is still high and there is talk of a double-dip recession. In putting the 2011 plan...
View ArticleA Scientific approach to Customer Satisfaction
In one of my posting I asked the question, Who is Responsible for Customer Satisfaction? I stated that customer satisfaction is the responsibility of EVERYONE! Everyone “touches “ the customer and...
View ArticleIs your company’s management ready for growth?
One popular strategy for companies is a growth strategy that focuses on sales (revenues), or market share (SOM), or assets, or profits. Regardless of which growth strategy/target one picks, often...
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Ways to Improve your Business Analysis
Before I get into different methods to improve your business analysis, let me be very clear about one thing. I am not so concerned about the method or methods you use but more importantly that you or...
View ArticleWhy Business get Stuck in “Neutral”
Recently, I have read a number of articles about why businesses’ growth has either stopped, or worst, declined. Some reasons given for little or no growth are: the economy, lack of good marketing,...
View ArticleWhat is Your Customer Retention Rate?
% Do you know what your customer retention rate is? If not, stop what you are doing and quickly figure it out before it might be too late. If you do know, are you sure it is correct or it might be a...
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Cloud Computing – One Year Later
In a posting last year, I discussed the basics of cloud computing and its pros and cons . This posting looks at the progress cloud computing has made since then. First a quick review: Last...
View Article9 Issues to consider before you buy a mailing list
If one of the marketing tools you are using to help generate additional new customers is mailings (either direct or emailing) then you should consider these related issues: 1- A few of the ways to...
View ArticleB2B Marketing, the 4 P’s and Social Media
A series of blogs that focus on today’s B2B marketing environment, in which the traditional 4 P’s (Product, Place, Promotion and Price) are being influenced by social (digital) media and activities....
View ArticleThe Pros and Cons of different product/service strategies
Do you have a product/service strategy? If you do, then this post will be a great guide to confirm that you have picked the correct strategy. If you do not (60% of small to medium enterprises have no...
View ArticleThe Basics of a Business Plan Part One
Business Plans are critical to any enterprises. But there are enterprises that either have only a partial plan or no plan at all. Having no plan is like a ship without a rudder; you will be afloat...
View ArticleTypical Business Plan Outline Part 2
~~Before we look at a typical business plan, a few comments first. 1-Regardless of the size or complexity of the enterprise, one should include all sections even if they are not formed or required. 2-...
View ArticleThe Greatest Rock and Roll Band – Part II
Dick recently wrote about the Greatest Rock and Roll Band ever. He used the 4 P’s of Marketing to help support his claim that the Rolling Stones deserve the title of the Greatest Band. (See...
View ArticleThe Decline of Project Management
I have often wondered if it was just me or has the quality of project management declined considerable? Just recently on a business trip, I was talking to two other people over dinner. During the...
View Article“Do you know who your customers are?” Segmentation
One old and critical saying for any business is “Know who your customers are” Regardless if you are trying to gain market share, grow your customer base, enter new markets, sell new products/services;...
View Article“Which Pricing Strategy is correct for your company?”
One of the critical activities relating to revenue generation is selecting the right Price,(4P’s are Price, Place, Promotion, and Product) for your product/ service. But for this posting we will only...
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