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Distribution channels – not sexy, but smart

Distribution channels have become the least glamorous strategy in the B2B marketing portfolio. Who writes about building channels, nurturing partners and channel performance? I feel grizzled just tackling this subject. Social media, search marketing and new media are the topics with heat even in the B2B crowd (a small group compared to consumer marketers, I [...]

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Getting talent on the bus

It’s always challenging to recruit top talent for your team. If you’re an early stage company, it’s even tougher. You need extremely talented people who share your passion and vision, are willing to work longer hours, carry more responsibility, in a less defined position, and for less cash than your established competitors. Even if you’re [...]

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Your brand lives in your sales team

Have you ever considered firing your star salesperson?? I thought not. Yet that’s just what the CEO of Anthropologie did.  It’s one of the great stories in “Mavericks at Work: Why the Most Original Minds in Business Win” by William C. Taylor and Polly LaBarre. We’ve talked about hiring sales reps that live & breathe [...]

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CEOs who sell gain clarity on competitive strategy

Carol Hymnowitz’s recent Wall Street Journal article “CEOs Are Spending More Quality Time With Their Customers” highlights a trend that can directly impact your company’s competitive strategy. CEOs of Nike, Intel and Sun are becoming more involved in the selling process, focusing on tailoring products and services to meet the demands of their top customers. And it’s [...]

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Pricing strategy: Capture more revenue

How does your company determine the price of your products and services?  Do you try to maximize revenue with prices based on value, or do you use a formula where you add a desired profit margin to your cost? Consumer product marketers generally try to set prices based on what the market will bear.  They’ll [...]

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