Finding new sales in today’s highly competitive, and recession plagued, business-to-business market is an enormous challenge. For companies that want to grow their B2B revenues, there are seemingly no viable and cost-effective options. Advertising, direct mail and PR all suffer from clutter, high costs,…
An effective Marketing and Sales Program can mean the difference between failure and success for your business, as illustrated by just a few examples: We helped an early innovator in IP security systems increased their sales from less than $1 million per year to…
Abstract Despite the continuing expansion of technology and innovation, developing a successful venture, or even just determining which opportunities to pursue, is a daunting task. This is particularly the case in today’s risk-averse, recessionary economy where funding is scarce and the penalty for failure…
Executive Summary For companies that sell their products through VARs, distributors or manufacturers reps, the initial savings and easier entrée into the market that they provide are attractive. But channel partners often require handholding, and you can give up quite a bit in margin….
Research shows that over 70% of customers base at least part of their buying decisions on simple trust and credibility. In other words, they base it on faith that you can solve their problem. And while there are a number of ways that you…
The Keys to Untangling The Sales and Marketing “Missing Link” Problem Does This Sound Familiar? The Missing Link problem refers to the different definitions used by Marketing and Sales professionals when they talk about what constitutes a “sales lead” – or, more precisely, what…
If you’re considering hiring a marketing partner, there are really only two options for accountability. And neither necessitates “paying for performance.” Option 1: Measuring by Their Results “Measuring by their results” basically means that you judge your vendor’s performance based on their ability to successfully deliver…
Spoiler Alert: They key is identifying and eliminating waste. As John Wanamaker said nearly 100 years ago, “Half my advertising budget is wasted; the problem is that I don’t know which half.” Today, with all the options available for marketing and promotion, and all…
As Sun Tzu alludes to above, a primary reason why companies today fail to achieve their revenue or profit goals is because there’s a fatal disconnect between their strategy and their tactics. Either their tactics don’t “add up” to a real or cohesive strategy,…
If you want to achieve your business goals and objectives, there are valid approaches to business planning, then there are approaches that will assure failure. Discover how you can make your business plan planning works for you.