Generating Revenue From Online Sales

The characteristics and factors for success in using Online Distribution for both B2B and B2C companies. […]

Selecting a Sales Distribution Channel Has a Direct Impact on Revenue

We all know the 4 P’s of marketing (price, promotion, product and place) are critical for any company to be successful. Regarding place or distribution, there are a number of different methods; but the three most popular being: the direct model (one’s own sales force), indirect (reseller/distributors) and direct (online) marketing (emails, blogging, etc). […]

“Do you know who your customers are?” Segmentation

One old and critical saying for any business is “Know who your customers are”

Regardless if you are trying to gain market share, grow your customer base, enter new markets, sell new products/services; it is extremely important to know who you are targeting because this will increase the probability of “getting the […]

Sales and Distribution

A 2014 update on three of our most popular blogs, covering choosing the best sales organization and the pros/cons of Direct and Indirect channels. […]

The Pros and Cons of different product/service strategies

Do you have a product/service strategy? If you do, then this post will be a great guide to confirm that you have picked the correct strategy. If you do not (60% of small to medium enterprises have no strategy at all) then this will provide a guide for selecting one. In selecting a product /service […]

B2B Marketing, the 4 P’s and Social Media

The impact social media has on one of the 4 P’s – Product, in B2B markets. […]

Which Sales Channel Is Best?

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

Account Control is DEAD !

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 […]

What to Consider when selecting an Indirect Sales Partner – Part II

 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 about […]

6 Mistakes Marketers Are Making

A posting that highlights the 6 most common mistakes we see Marketing managers making today, along with suggestions on how to correct them. […]