6 Mistakes Marketers Are Making
In talking with clients and potential clients, Dick and I see companies that are making “mistakes.” These are common regardless of size, maturity level, or industry. The most frequent that we see...
View ArticleWhat 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...
View ArticleAccount 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...
View ArticleWhich Sales Channel Is Best?
One definition of a sales channel is that “it is the pipe through which a producer’s product flows to the user.” Like all pipes it can be straight, crooked or have many branches. And reflecting...
View ArticleB2B Marketing, the 4 P’s and Social Media
A series of blogs that focus on today’s B2B marketing environment, in which the traditional 4 P’s (Product, Place, Promotion and Price) are being influenced by social (digital) media and activities....
View ArticleThe 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...
View ArticleSales and Distribution
3 of our top 5 blogs over the past 5 years are about structuring sales organizations. The are: The Pros and Cons for Indirect Sales Distribution The Pros and Cons for Direct Sales Distribution What...
View Article“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;...
View ArticleSelecting 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...
View ArticleGenerating Revenue From Online Sales
Dick’s 6/1 blog, “Selecting a Sales Channel Has a Direct Impact on Revenue” identified Online Distribution as one of the major distribution channels in use today. This blog is focused on a company...
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