5 tactical suggestions for the CMO that incorporate the current economic forecasts.

In business to business markets, I am often asked which is best to focus on, advertising or personal (relationship) selling.
Before I answer the question, let’s look at what functions each perform and then draw a conclusion.
Assuming your enterprise has a direct sales force, it performs many functions such as; relationships, promoting your company, finding customers, [...]

6 suggestions to the CMO on pricing in deflationary times.

A review of Nicholas Carr’s book The Shallows and some questions as to how this applies to us individually and to Marketers.

Are your Marketing expenses 2.5 times higher than Engineering/Development expenses? Ralph Grabowski has data that says they should be. Some suggestions to follow.

Planning for 2011 must start now with Marketing taking the lead. Here are some recommendations for the CMO as she/he begins this process.

A marketing person has many tools at his disposal for generating awareness and supporting the selling effort.  While there are numerous marketing communication tools, there are also numerous mixes for these tools. The following is a list of some of the more common tools along with examples of their use and some considerations. One important [...]

Recommendations for sales people on how to use LinkedIn to generate sales.

Recommendations on how to conduct meetings where the attendees are physically there but using laptops and blackberries to be “always on.”

Everyone is constantly trying ways to lower the cost of operations while at the same time generating additional revenues.  One key area of focus in today’s enterprise is the call or contact center.  Here is where your existing and potential new customers “meet” or interface with your company.  The contact center provides a channel for [...]