A Cohesive and Integrated Direct Marketing Strategy is an Imperative for all Planned Events

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 ›

Diagnostic Sales People are a Rare Breed Strong on Listening Analyzing and Facilitating

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 ›

On the Need for Enterprise Sales Staff to Play the Role of Diagnosticians

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 ›

Connect IT Systems to Business KPIs to Begin to Understand how Purchase Decisions Arise at Enterprise Business Prospects

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 ›

Pharmaceutical Product Managers Could Still Use a Dose of Michael Porter’s Five Forces Competition Theory

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 ›

Telemarketing Calls Deliver More Return as a Follow Up to Marketing Communications

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 ›

Social Media Communications will be Adopted by Enterprise Business

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 ›