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.

Like everything else in this world, there are often multiple choices that can be made. Selecting a sales channel is no different. I have listed below the more popular sales channels and a very high level advantage and disadvantage of each.
Channel                                                      Chief Advantage                        Chief Disadvantage
Direct Sales Force                                  Account Control                                   Can be expensive
     If you have complex products [...]

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 post referencing 4 reports of social media success, combined with guidance for B2B companies.

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 [...]

5 implementable steps that answer the question, Digital Marketing – What Should I Do First?

A post, using Goldman Sachs’ recent problems, that illustrates the danger of advertising slogans and how CMOs must be cognizant of the potential risks.