Archive for April, 2010
Do You have the Right B2B Marketing and Sales Model?
Let’s face it – there are many businesses (perhaps yours) that are struggling because they have the wrong marketing and sales model for their particular time and circumstances. For example, the business may utilize a direct sales model when a full or hybrid channel model would work better. Or there may be resources such as inside sales (sales development) and the Web that are not being used effectively.
Technorati Tags: Marketing Model, Marketing Strategy
Outbound Marketing versus Inbound Marketing by John Leavy
“In marketing there are those who satisfy needs and those who create wants.” – Juan Carlos Castillo
There was a time when the housewife relished the thought of a salesman knocking at the front door; excited to see the latest technology for cleaning the floors. People actually enjoyed watching commercials when they first appeared at the beginning or end of their favorite television shows. Commercials never appeared during the show. Those days are long gone. Perhaps they’re so far in the
Accepting Tradeoffs in B2B Marketing
B2B marketing and sales is similar to the rest of life. You’d like to have it all. You want to eat everything in sight but keep your trim figure. You want to race down the highway but maximize your gas mileage. You want to spend your business life on an airplane but remain extremely close to your family.
Technorati Tags: B2B Marketing Objectives, Marketing Metrics, Marketing Objectives
Why Your Brand Promise Must Be Specific – by Christopher Ryan
In my book, articles and presentations, I often talk about the importance of a specific, compelling and differentiated Brand Promise to achieve success in B2B marketing and sales. And although it is a B2C example, I think the following illustrates the point perfectly.
Technorati Tags: Brand Promise, Branding, Value Proposition, Web Marketing
Website Marketing – Do you Need to Tweak or Detail Your Site? – by Christopher Ryan
At Fusion Marketing Partners, we get the chance to talk to a lot of companies about their Websites. Since we work with companies that depend on their Website as an important part of their B2B marketing and sales strategy, our ability to diagnose and find areas for improvement is very important. And we rarely find a Website that can’t benefit from an upgrade. But the question is, What is the scope of the project – is it a major or minor effort
Sales Lead Generation – by Christopher Ryan
I talk to a lot of B2B marketers and business owners and hear about the difficulties they are experiencing in sales lead generation and management. These companies have a crying need to get sales leads in large quantities to feed their hungry sales forces. While every sitution is unique, there are four problems that we see repeatedly:
Technorati Tags: B2B Marketing, Inbound Marketing, Lead Generation, Pull Marketing, Sales Leads
