As a marketing consultant, it is critical that we be aware of changing trends, market disruptions and technological impacts so that we can integrate them into the potential messages, value propositions and benefits of our marketing campaigns. The 2010 MIT Sloan CIO Symposium that I attended is a good example of some of the changes [...]

A continuation of survey results conducted with Marketers in January 2010. This posting deals with how they are approaching their current customers.

In my previous postings I talked about the three major sales channel models (direct, indirect and direct marketing). This posting will discuss five major misconceptions about the sales force in the direct sales channel model. Five major direct sales force misconceptions:   1-      That the sales force is only “coin operated”, meaning they are motivated [...]

On the first day of sales, marketing gave to me (the sales force) an outstanding brand! On the second day of sales, marketing gave to me two value propositions and an outstanding brand! On the third day of sales, marketing gave to me, three new market segments, two value propositions and an outstanding brand! On [...]

A guide for CMOs in planning for 2010.

The definition of the ONLY metric to use in developing 2010 Marketing plans.

The application of “Best Practices” to generate revenue require a change in culture that include under promising and over delivering, providing excellent customer experiences, and recognizing that your customers are a key asset.

  This is the seventh in a series regarding Sales Channels   One reader, who felt that the scorecard was a good guideline in defining the appropriate channels for many enterprises, wanted some insight on what should be considered in changing/ adding another channel, as her current channel is underperforming.  Well when the reader asks, [...]

A checklist for a CMO of implementable tactical programs that will help in meeting 2009 goals and objectives.

Guidance to the CMO on identifying and handling social networking comments.