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Category Archives: Marketing

Topic is Marketing

When It Comes To Sales, Do Good Things Really Come To Those Who Wait Or…Does The Early Bird Truly Get The Worm?

How would you describe your company’s basic business-to-business sales philosophy: passive/reactive or aggressive/proactive? The passive/reactive philosophy is not necessarily the wrong approach just as the aggressive/proactive philosophy is not always a required ingredient for success.  And, realistically, most businesses engage in both to some degree.  However, there are some simple criteria for deciding which approach [...]

Things To Consider Before Diving Into A Marketing Communications Project

By Terry Bolda Previous blog postings have explained the advantages of having professional and regular communications with your target audience, whether it is a letter, annual report, blog post, printed newsletter or email newsletter. As an executive director or CEO with little knowledge of the publishing or marketing communications world, what should you be thinking [...]

Finding (And Satisfying) The Unarticulated Need

By Jim Buell What if Henry Ford had only listened to his customer?  I don’t think he would have been nearly as successful as he was. Henry Ford is quoted as saying “If I had asked people what they wanted they would have said faster horses”.  He was right.  His customer couldn’t imagine the car. [...]

Sales Accountability vs. Organizational Responsibility

By Peter Rathmann Customers are disappearing, buying habits have changed, profit margins are shrinking, marketing budgets have been stripped, and the competition is entrenched. To compound the problem, your sales team is only selling 20% of the time, call reports are fictional, sales are unpredictable, and the training you purchased has had no impact on results whatsoever. [...]

Consider the Value, Advantages of a Printed Newsletter

By Terry Bolda Call me old-fashioned, but I still subscribe to a daily newspaper. I’ve been doing it since my college days. I treasure the walk to the mailbox each morning to pick up a printed newspaper, opening it up at the breakfast table, and catching up on the latest news with paper in one [...]

That Whacked-Out Idea You Had Today May Be a Great Idea Tomorrow

By: Ken Forbes, MBA We knew the Jeep Cherokee buyer was a little bit different than competitive sport utility buyers. The Cherokee buyer had a higher income, was younger and more educated than the competitors at the time.  Working in the market research department of Jeep’s ad agency in the 1990’s, we concerned ourselves with [...]

Digital Marketing and Content Management Challenges Traditional Approach

By Terry Bolda It’s a whole new world out there when your business needs to adapt from traditional marketing to digital marketing for the web. The tri-fold brochures or fancy product literature that works when handed to someone in person, will not work for someone scanning through websites on his computer. We lean back in [...]

Take Time to Define Your Team’s Passion

By Jeff Tetzlaff I recently sat in on a meeting of Oak Hill Business Partners.  Of the many topics they discussed, the one that caught my attention concerned how to speak to their prospective client base. It was noted that many sales and motivational speakers focus on helping business teams identify the passion of the [...]

Is Your Company and Your Team Market-Oriented?

By: Peter Rathmann, MBA To be competitive in the market place today, you had better be a market-oriented organization.  Your sales team may be increasing the number of potential clients they present to and, ultimately, increasing revenue, but if the whole organization isn’t aligned with delivering what the client wants, you may soon be seen [...]

A Quick Study in Honing Your Elevator Speech

By Mike Williams A colleague of mine, Jamar Cobb-Dennard, (http://www.linkedin.com/in/lifeforce ) tells this story. He met the person who has now become his best client literally in an elevator. This client told Jamar that the reason he agreed to become a client was Jamar’s impressive pitch at that chance meeting. Jamar’s five points that he [...]