Generating Revenue From Online Sales

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

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. […]

5 Marketing Communication Tools – Updated

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

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. […]

9 Issues to consider before you buy a mailing list

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

What is Your Customer Retention Rate?

%  Do you know what your customer retention rate is?  If not, stop what you are doing and quickly figure it out before it might be too late. If you do know, are you sure it is correct or it might be a misleading percentage.  Let me explain about both situations. 

First, a reference point.  […]

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. […]

5 Suggestions for Making The Year

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 […]

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 […]