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July 31, 2010 12:12 AM
Nowadays, a direct marketing offer can reach its potential customers through print mailings, e-mail blasts, Website offerings, television advertising, Internet promotions, social media, and the rest of the traditional and new media channels. Unless the direct marketer has its own expertise on staff—adding a layer of cost and management—the marketer is dependent on outside consulting organizations to perform the necessary supplier acquisition process.
July 31, 2010 12:12 AM
Make your sales team a high-performing one just by adapting your sales surroundings.
July 31, 2010 12:14 AM
There's a great deal of uneasiness now that online privacy has come to the attention of the Federal Trade Commission and the legislature.
July 31, 2010 12:13 AM
One of the best indicators of whether a marketing or sales program is working is the ratio of orders to lost orders. Knowing why customers buy or don't buy is vital to industrial marketing for a number of strategic reasons, but the overall reasoning is simple: It's difficult to know what to do to prevent future lost orders or lost customers if you don't know why you are currently losing them.
July 31, 2010 12:13 AM
The primary reason for new product failure is that not enough sales are generated. Manufacturers do a pretty good job on the technical parts of developing new products, but the marketing questions are another story.
July 31, 2010 12:13 AM
Small and mid-size manufacturers do not like to do business plans, considering them academic exercises that lead to generalizations and ethereal results. Yet all manufacturers want to grow, and growth usually requires investment. So how do you know if the company is ready to commit to growth?
July 31, 2010 12:13 AM
It costs industrial corporations a great deal of time and money to train salespeople, and even after they have become good at sales, they still don't know anything about industrial marketing. In short, we need to develop college courses that teach industrial marketing, as well as industrial sales.
July 31, 2010 12:13 AM
One of the greatest dangers inherent to developing new products is the possibility they will become "me-too" products without any unique benefits. This problem is one of the biggest reasons why sales do not materialize for many start-up companies.
July 31, 2010 12:13 AM
Shotgun marketing is a very popular sales strategy for most small and mid-size manufacturers because it is easy to do and fits the sales-driven, entrepreneurial style of these companies. It requires a huge leap of faith to convert shotgunners to a niche marketing (and profit) mindset, unless they clearly see the problems and have a decent cost system.
July 31, 2010 12:13 AM
Most people connect the idea of telemarketing to those folks who call you during your dinner to sell carpet cleaning. Thus, it isn't surprising manufacturing firms tend to be biased against using telemarketing as a sales tool.
July 31, 2010 12:13 AM
There is a growing need to find out more about customer needs, investigate competitors, and find new markets to enter for new sales opportunities. But before embarking on a market analysis project, it's important to debunk the numerous myths surrounding the process.
July 31, 2010 12:16 AM
Manuvis Corporation has announced a SaaS model for their FactoryMRI Enterprise Manufacturing Intelligence product.
July 31, 2010 12:20 AM
Maritz Real-Time Rewards, a provider of point-of-sale loyalty programs, and Affinity Solutions, a developer of relationship marketing programs, have partnered to offer a point-of-purchase relationship marketing program for U.S. credit and debit card issuers and retailers.
July 31, 2010 12:14 AM
Maritz hopes that cash and non-cash rewards can get along.
July 31, 2010 12:10 AM
Here are strategic recommendations to achieve marketing success in 2009.
July 31, 2010 12:18 AM
Market2Lead, a provider of marketing automation software and services, has released version 4.04 of its software.
July 31, 2010 12:15 AM
Market2Lead has launched a new user portal enabling customers to view and publish documents and videos on best practices.
July 31, 2010 12:18 AM
Market2Lead has announced the launch of Marketing Operations Services (MOS), an SMB-targeted suite of services designed to help users of marketing automation software maximize its value.
July 31, 2010 12:18 AM
Marketech—a Westboro, MA-based exhibit marketing consultancy—has introduced RepConnect, a trade show and convention staffing solution.
July 31, 2010 12:13 AM
They've beaten back an activist Congress -- for now
July 31, 2010 12:10 AM
To foster instant connections in a digital world, brands take to the Web with live content.
July 31, 2010 12:10 AM
A debate appears to be brewing in the retail community about whether chatter from social media sites should be viewed as a potential direct marketing research goldmine or as sketchy territory.
July 31, 2010 12:10 AM
A debate appears to be brewing in the retail community about whether chatter from social media sites should be viewed as a potential direct marketing research goldmine or as sketchy territory.
July 31, 2010 12:14 AM
In the current business environment, marketers must do more with fewer resources. Understanding which customers are driving value, pinpointing their needs, and targeting them with compelling value propositions is more important than ever.
July 31, 2010 12:13 AM
The advertising world is all atwitter about Twitter.