We have had some conversations with parties who have expressed confidence that enterprise business customers can be pushed forward to buy now (regardless of budgetary constraints) if, in fact, they can be convinced that they have, in fact, a burning… Read more ›
One of our client recently subscribed to our recommendation to coordinate email newsletter campaigns with telemarketing outreach. As we have recently written in this blog, we pieced together much of our strategy in this area from Ernan Roman’s “Integrated Direct… Read more ›
If our sales staff is to play the role of diagnostician with our prospects, then we need a team of individuals strong on listening and analyzing and short on oratory and, perhaps, group presentation skills. Further, these individuals should exhibit… Read more ›
In 2012 it is essential that sales planning for IT products and services targeted to enterprise businesses and other large organizations in the public and not-for-profit sectors allocate as much time as required for the compilation of a comprehensive diagnostic… Read more ›
Enterprise businesses, large organizations in the public and/or not-for-profit sectors make use of key performance indicators (KPIs), scorecards and data dashboards to, as Dr. Michael Hammer noted in his 2007 article, “The 7 Deadly Sins of Performance Measurement and How… Read more ›
eMail messages sent to lots of recipients at the same time are synonymous with direct marketing communications. We think most of the guidelines for how to implement printed and mailed direct marketing communications hold true for bulk email message campaigns.… Read more ›
It is important to distinguish marketing activities from simply marketing communications, which is merely one of many marketing functions. Admittedly marketing communications includes all print (electronic or hard copy) promotional materials and, in part, any public presentation of products and/or… Read more ›
We read a blog post by Dr. Jim Anderson, Product Managers Could Learn to Love Lipitor. We were interested to learn the steps that Pfizer has publicized that it will take to protect market share once its patent for Lipitor®… Read more ›
Tech innovators with products and services for complex markets should include telemarketing programs within their sales efforts. But telemarketing campaigns will deliver much higher results when they are initiated subsequent to completion of electronic and/or print marketing communications efforts. Simply… Read more ›
Opportunities to publicize products, promote sales and build prospect and customer relationships over electronic media should be exploited by tech innovators marketing products and/or services to enterprise businesses as well as large groups of users in the public and not… Read more ›
