What to Consider when selecting an Indirect Sales Partner

 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 strategy […]

Suggested Modifications to the classic 4 P’s of Marketing

As most of you know back in the 60’s four (some still use just three) Marketing P’s were suggested.  I would propose that we might consider modifying some of the four P’s and actually adding one more.   But first let’s review the original four P’s.

Product:   the “thing” manufactured by a company and sold to […]

How to Optimize Your Current Marketing Mix?

Are you getting the best “bang” for your Marketing bucks?

Today’s environment has created challenges for all marketing organizations.  First, the economy is probably having a negative impact on your business, which is being reflected in your marketing budget, personnel and flexibility. All of this with increasing requests to generate additional leads (sales). The other […]

Advertising versus Personal Selling, Which is Best?

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, […]

Which Sales Channel is the Best?

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


A Market Segmentation Guide

One of the key marketing functions (for B2C or B2B) is to know your customer!

One tool to help you in the process is market segmentation (A market segment is a group of people or organizations sharing one or more characteristics that cause them to have similar product and/or service, from Wikipedia).

The following is […]

Blogs From the Front IV – SaaS and New Product Introduction

The last report of a survey done of Marketers in eastern MA in January 2010. This post focuses on SaaS and new product introductions. […]

Five Myths about the Direct Marketing Model

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, […]

Five Myths about the Indirect Model

In a previous posting I talked about Five Myths for the direct sales force. This posting will discuss five major misconceptions about the indirect channel (reseller, distributors, partners and etc.).

Five major indirect channel misconceptions:

1- Partners, resellers, etc. are all alike. Nothing could be further from the truth! The major impression is […]

Five Myths about the Direct Sales Force

In my previous postings I talked about the three major sales channel models (direct, indirect and direct marketing). This posting will discuss five major misconceptions about the sales force in the direct sales channel model.

Five major direct sales force misconceptions:

1- That the sales force is only “coin operated”, meaning they are […]