Dick Lush and I are discussing Sales Channels at the Rhode Island Business Exchange on May 3rd. We welcome your participation.

The Occupy Wall Street (and other cities) has implications for Marketers. Here are some suggestions to help meet this undercurrent.

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 together in the fall of 2010, the outlook was more optimistic and “aggressive” targets for sales, revenue and [...]

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 provided the customer with all the “necessary information” and helped guide them down the path that eventually led to an [...]

  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  make sure you have an overall strategy and ask; will this channel selection support this strategy?  I then talked in more detail [...]

  If you are considering selling your product or service via an indirect channel (when you sell your product or service to an intermediary or middleman, who then sells it to the end user) there are numerous considerations that you must examine. As I have said in other postings make sure you have an overall [...]

A January rant by a curmudgeon on social media, product strategies and supporting the need for presentable sales people.

A suggestion that if Marketing provides Sales with qualified leads, the discussion of Marketing and Sales alignment goes away.

Seven recommendations on converting leads to sales in the 2011 B2B digital environment.

A example of niche marketing, carried out on small local level, with applicability to larger companies.