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). […]

9 Issues to consider before you buy a mailing list

Items to consider when thinking about buying a mailing list […]

Five Tips on Buying A Mailing List

Considering doing a mail or email campaign and want to buy a mailing list? The following are some tips that you should consider before sending in that PO or money order. 1-Does the list you are thinking about cover those industries or market segments that you want to serve? A key to successful mailing campaigns […]

Where Should I Spend My Marketing Communications Dollars?

Most marketing communication budgets have either held the same or declined over the last few years. The question today is not so much “how much do I have as a budget,” BUT what is the best mix to get the optimum return!

Note: this article is focused on business to business not business to consumer […]

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, […]

Switching Sales Channels to Direct Marketing

This is the eight in a series regarding Sales Channels

Last time we discussed the scenario of a direct sales channel and switching or adding an indirect channel. The key issues were: a complete strategy, reseller selection and a reseller program(s). This posting is about adding a Direct Marketing function. Again, like the last discussion, […]

Who Does Sales Channels Well and Who Doesn’t

A number of you have asked, “Who does sales channels well?” after reading my series about different sales distribution models. (

The Direct Model:

Sales Distribution “Score Card”

In my series about different sales distribution models, I talked about the direct model (ones own sales force), indirect (reseller/distributors) and direct marketing (emails, bloging, etc) along with their pros and cons (see our blog for more detail,

The Pros and Cons for Direct Marketing Model

My last three posts talked about channel “surfing”, the direct model (one’s own sales force) and the indirect model (utilizing resellers/distributors/ISV) for sales distribution. Both models have their advantages and disadvantages but in either case it is critical that your selection align with your overall strategy. Let’s look at the […]