http://www.examiner.com/x-6289-B2B-Marketing-Examiner?cid=exrss-B2B-Marketing-Examiner en-us Mon, 23 Nov 2009 16:04:51 -0700 Tue, 13 Oct 2009 16:28:46 -0700 BlogCFC http://blogs.law.harvard.edu/tech/rss http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m10d13-Segmenting-the-Channel--what-the-heck-are-DVARs?cid=exrss-B2B-Marketing-Examiner   Normal 0 false false false MicrosoftInternetExplorer4 st1\:*{behavior:url(#ieooui) } /* Style Definitions */ table.MsoNormalTable {mso-style-nam... Sales telemarketing Channel Strategy selling services product pricing Tue, 13 Oct 2009 16:28:46 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m10d13-Segmenting-the-Channel--what-the-heck-are-DVARs?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d24-Segmenting-the-channel--it-is-NOT-ubiquitous?cid=exrss-B2B-Marketing-Examiner  After several recent discussions, it seems it would be beneficial to lay the ground work on the channel segmentation. Over the next couple of postings I will provide general descriptions and motivators for the channel. Hopefully this will help... Sales Solution selling Channel Strategy Compensation lead generation Thu, 24 Sep 2009 13:22:50 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d24-Segmenting-the-channel--it-is-NOT-ubiquitous?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d18-Pipe-sniffing-dog-breaks-out-an-old-line-business?cid=exrss-B2B-Marketing-Examiner Rosco at wwww.roscosdogs.comNow that is thinking out of the box.  Charlotte Pipe, faced with increasing competition from overseas (think about the drywall competition  the US manufacturers faced with China), launched a cool campaign. It dr... marketing Solution selling Social Media lead generation Fri, 18 Sep 2009 08:01:41 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d18-Pipe-sniffing-dog-breaks-out-an-old-line-business?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d4-Facetoface-marketing?cid=exrss-B2B-Marketing-Examiner Last week Forbes released their study on “Business Meetings: The Case for Face-to-Face,” which showed overwhelmingly executives agree that face-to-face meetings are necessary to build more deeper and profitable bonds. This highlights th... Sales telemarketing tradeshows Solution selling Managed Services Social Media Fri, 04 Sep 2009 14:49:31 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m9d4-Facetoface-marketing?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m8d14-Spaghetti-marketing-and-the-need-for-a-marketing-funnel?cid=exrss-B2B-Marketing-Examiner Definition of Spaghetti Marketing theory – if I have enough activity, I will get enough leads. Or throw it on the wall and see what sticks. YUCK. Marketing needs to take a card out of the sales deck and develop the marketing funnel for sma... Sales telemarketing marketing tradeshows Social Media lead generation Fri, 14 Aug 2009 13:49:40 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m8d14-Spaghetti-marketing-and-the-need-for-a-marketing-funnel?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d13-Sales-ROI-101-Can-your-sales-team-communicate-real-value?cid=exrss-B2B-Marketing-Examiner How does your sales team communicate value? ROI, TCO, Cost effective? Even if the sales team uses these words versus talking product, can they translate the company's abilities into real world dollars?Imagine how many times your prospect has heard &l... Sales Solution selling Mon, 13 Jul 2009 16:43:13 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d13-Sales-ROI-101-Can-your-sales-team-communicate-real-value?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d10-Lead-nurturing--developing-the-other-90-of-your-sales-funnel?cid=exrss-B2B-Marketing-Examiner Quarter over. Numbers in. Some companies reaching new levels. Others facing budget cuts, again. Marketing is re-examining investments. What now?Lead nurturing. Find the golden opportunities from the leads you have generated.A... Sales telemarketing marketing lead generation Fri, 10 Jul 2009 09:22:46 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d10-Lead-nurturing--developing-the-other-90-of-your-sales-funnel?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d7-Social-media-and-managing-the-marketing-message?cid=exrss-B2B-Marketing-Examiner While this column was not meant to be a op-ed space, the feedback and reaction to the “Social Media –Is this a new way of Broadcasting?” was interesting enough to provide some more digital- ink space. Stories came back to defend soc... Sales marketing Social Media Tue, 07 Jul 2009 14:40:40 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m7d7-Social-media-and-managing-the-marketing-message?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d23-Social-media-is-this-listening-or-a-new-way-of-broadcasting?cid=exrss-B2B-Marketing-Examiner Once upon a time marketing was about broadcasting the message. Captured audiences (magazines, TV, radio, newspapers), heard the company message. This was expanded by PowerPoint, brochures and formal presentations to tell people about the company. Lis... marketing Social Media Tue, 23 Jun 2009 11:33:00 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d23-Social-media-is-this-listening-or-a-new-way-of-broadcasting?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d11-Lead-Generation-and-the-channel-Whos-responsibility-Part-V-on-the-channel?cid=exrss-B2B-Marketing-Examiner This seems to be the great debate on the channel. It is best to start this discussion by understanding what drives a partner and how they get business. Their first responsibility is to promote their business. If I am selling Bates IT Services, custom... Sales telemarketing marketing tradeshows Solution selling Channel Strategy Thu, 11 Jun 2009 11:41:34 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d11-Lead-Generation-and-the-channel-Whos-responsibility-Part-V-on-the-channel?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d1-The-channel-and-sales-compensation--Part-IV-in-a-series?cid=exrss-B2B-Marketing-Examiner Sales compensation is one of the most important tools a company has in developing a channel. The channel (called resellers in this article) needs the company sales force (either the direct or channel only focused) to teach and jointly sell, especiall... Sales marketing Compensation Mon, 01 Jun 2009 10:48:41 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m6d1-The-channel-and-sales-compensation--Part-IV-in-a-series?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d19-Weve-signed-a-partner-to-sell-our-product-what-now?cid=exrss-B2B-Marketing-Examiner So much time is spent recruiting partners, so that once they are signed, what then? The company conducts a training, points the partner to the website and says call us when you need help. The sales person calls on a bi-weekly basis to find out t... Sales telemarketing marketing Channel Strategy Tue, 19 May 2009 08:43:21 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d19-Weve-signed-a-partner-to-sell-our-product-what-now?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d12-Is-your-company-channel-ready-Part-II-in-a-series-on-channel-marketing?cid=exrss-B2B-Marketing-Examiner When you get ready to enter the channel, whether a test run or full court press, you need to assess if the company and your products are ready. Much like assessing the readiness for a product for launch, a company needs to address requirements needed... Sales customer service product packaging marketing Channel Strategy selling services product pricing Tue, 12 May 2009 09:26:35 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d12-Is-your-company-channel-ready-Part-II-in-a-series-on-channel-marketing?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d4-So-you-want-to-expand-your-market-with-a-channel?cid=exrss-B2B-Marketing-Examiner At some point most companies decide to engage a channel or third party sales strategy. There are a myriad of reasons to engage. It could be an early stage company looking to for a route to market or a hot product that just needs to get the products o... Sales marketing Solution selling Channel Strategy Mon, 04 May 2009 10:11:04 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m5d4-So-you-want-to-expand-your-market-with-a-channel?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d20-Businessess-that-are-really-thriving-learn-from-them?cid=exrss-B2B-Marketing-Examiner Necessity is the mother of invention. For some of these companies, that is the mantra for success. Others are in sweet spot and able to take advantage of the environment. Here are things to be learned from their success.It is easier to spend operatio... Sales product packaging marketing Stimulus Package SAAS Managed Services Mon, 20 Apr 2009 11:24:44 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d20-Businessess-that-are-really-thriving-learn-from-them?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d17-Do-you-truly-know-your-competition?cid=exrss-B2B-Marketing-Examiner It is marketing’s role to equip sales and development with competitive knowledge. But exactly, who is the competition? The easiest discussion is to compare ourselves directly with a company that has a similar feature / function capabilities. Bu... competition Fri, 17 Apr 2009 08:21:15 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d17-Do-you-truly-know-your-competition?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d10-ROI-TCO-Cost-effective--How-can-you-stand-out-with-all-the-noise?cid=exrss-B2B-Marketing-Examiner So, given all of our belt tightening and budget cuts, it seems like everyone is saying “I CAN SAVE YOU BOATLOADS OF $$$$$ WITH MY PRODUCT!” Yet, with every one yelling the same thing, how can do you stand out? Here are some top approaches... Solution selling Fri, 10 Apr 2009 11:35:19 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d10-ROI-TCO-Cost-effective--How-can-you-stand-out-with-all-the-noise?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d8-Did-you-get-the-ROI-you-wanted-from-that-tradeshow?cid=exrss-B2B-Marketing-Examiner So, here is the scenario. You have just finished a seminar, trade show or some sort of event. You have a stack of names. Sales picks out the hot ones and calls them. Your telesales places a call out to the others. Maybe telesales calls them twice. Af... tradeshows Wed, 08 Apr 2009 12:33:51 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d8-Did-you-get-the-ROI-you-wanted-from-that-tradeshow?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d6-5-steps-to-opening-doors-building-your-pipeline-and-making-a-positive-impression?cid=exrss-B2B-Marketing-Examiner Telemarketing seems to be one of the most dreaded calls you ever get. Yet without it, we really can’t make business happen. It doesn’t have to be that way, if done right. You can make it a positive conversation and build your pipeline! He... telemarketing marketing Mon, 06 Apr 2009 19:04:12 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m4d6-5-steps-to-opening-doors-building-your-pipeline-and-making-a-positive-impression?cid=exrss-B2B-Marketing-Examiner http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m3d26-Sales-stuck-Three-marketing-strategies-to-get-unstuck?cid=exrss-B2B-Marketing-Examiner As we approach the end of the first calendar quarter, there is a rash of pipeline slippage and deals coming off the table. Forecasting is about as effective as an Ouija board. Yet, there are companies who are selling, not only in hot markets like clo... Sales customer service product packaging Thu, 26 Mar 2009 15:12:29 -0700 http://www.examiner.com/x-6289-B2B-Marketing-Examiner~y2009m3d26-Sales-stuck-Three-marketing-strategies-to-get-unstuck?cid=exrss-B2B-Marketing-Examiner