Category Archives: Marketing and Sales

Blogging for Sales Leads in the Industrial B-to-B Segment

It’s shocking how few companies in the industrial B-to-B segment are using blogging as lead generation tools. Products and services that have a niche market or user-base, are highly technical or complicated in nature, and are best explained by an … Continue reading

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Nail the Elevator Speech with “Small Message, Big Impact”

Small Message Big Impact provides valuable lessons on the What, When, Where, Why, and How of the Elevator Speech. In her newest book, Terri Sjodin builds instant credibility by describing her experience in crafting speeches and mastering the use of … Continue reading

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Is Collecting Market Data Like Making a Sandwich?

Have you mastered a sandwich? My son makes a pretty mean grilled cheese. He thinks it’s the best grilled cheese sandwich anyone has ever made. I don’t know if it’s that good, but it’s pretty good – every time he … Continue reading

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Use the sales funnel or the hour glass or just spin those plates

Have you ever noticed how many consultants and authors put their own spin on the sales funnel? The concept of the sales funnel isn’t new and it is a useful tool. CRM and sales automation software suppliers make a good … Continue reading

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Interesting Analysis of Salespeople

The December issue of Harvard Business Review has an interesting article titled “Do You Really Know Who Your Best Salespeople Are?” that analyzes eight types of salespeople. A slide show of the main points from the article are on the … Continue reading

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“Social Nation” shows us Social is more than new media

Barry Libert presents a unique take in his book Social Nation. Instead of introducing social communities as the result of relatively new web-based technologies, he realistically frames successful communities as the result of social skills not strictly tied to media. … Continue reading

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Is Your Marketing the Lottery or a No-Lose Lottery?

I was listening to the Freakonomics “Is America Ready for a No-Lose Lottery?” podcast. It struck me how easy it is to draw an analogy between many small and medium-sized companies marketing efforts and the households that play the lottery. … Continue reading

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Where do you set the bar for customer service?

How high do you set the bar for your customer service efforts? Why? Is the bar set that high, or low, because that is what your customers require or expect, or do you set it there because you can’t be … Continue reading

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What questions guide your marketing activities?

I read a lot. Newspapers, magazines, books, e-mails, brochures… I like to read so I frequently read just to read. But I also exert quite a bit of effort in trying to educate myself. So, since I am in business … Continue reading

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Marketing Myopia Deployment Ideas Somewhat Ignored

Theodore Levitt originally wrote Marketing Myopia in 1960. The article questions management’s thinking in a number of industries and forwarded his idea that management’s true purpose was to create and keep a customer not just make money. He blamed the … Continue reading

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