In a previous postings I talked about Five Myths for both the direct sales force model and indirect selling model. This posting will discuss five major misconceptions about the direct marketing selling model. (Off and on line marketing, web site, social media and etc.).  Five major direct marketing misconceptions:  1-      Given today’s technologies, direct marketing [...]

I just don’t get it, times are tough, money is tight, and enterprises are at a loss on how to get their customers to buy! It is simple, they want a favorable experience; let me explain. But first a little bit of business history. According the experts, our economy was first based on farming and [...]

Like spring cleaning, it seems if corporate America changes their sales distribution methods on a regular basis. The latest trend seems to be oriented towards the indirect versus direct distribution. As best I can tell, projected or forecasted cost savings seems to be the main reason for this conversion.   My experiences and observations are that [...]

A response to Barbara Bix’s comments, suggesting that Marketing decision makers are incented not to buy by management, and offering alternative strategies to Marketers to help weather the times.

  Having taken liberty with a famous document, I contend that not only are vendor’s value propositions not created equally, most miss the mark with their customers.   First let me briefly address the issue of the feature as claims or positioning (often referred to as “speed and feeds”) versus a value propositions.  A features [...]