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). […]

A Recipe to Increase Leads and Revenue

Three operational areas; covering sales to existing customers, reviewing the social media/web coverage of the marketing effort, and focusing on competitive positioning, are necessary before constructing tactical plans to generate new and/or additional leads. […]

“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 […]

5 Marketing Communication Tools – Updated

A 2014 update of our most popular blog, first published in June 2010, covering 5 Marketing Communication tools. […]

9 Issues to consider before you buy a mailing list

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

Social Media and the Emperor’s New Clothes

A comment on social media metrics, suggesting that they resemble the Emperor’s new clothes; that increasing qualified leads month-over-month is what is important. […]

Marketing, Sales and Focus

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

Lead-to-Sales Conversion in B2B Transactions

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

What Are You Doing About Lead Generation?

A comment on how many B2B companies seem to be sticking with traditional lead generation programs, while watching the number and quality of their leads decline. […]

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 […]