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July 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:13 PM
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 30, 2010 11:16 PM
Manuvis Corporation has announced a SaaS model for their FactoryMRI Enterprise Manufacturing Intelligence product.
July 30, 2010 11:20 PM
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 30, 2010 11:14 PM
Maritz hopes that cash and non-cash rewards can get along.
July 30, 2010 11:10 PM
Here are strategic recommendations to achieve marketing success in 2009.
July 30, 2010 11:18 PM
Market2Lead, a provider of marketing automation software and services, has released version 4.04 of its software.
July 30, 2010 11:15 PM
Market2Lead has launched a new user portal enabling customers to view and publish documents and videos on best practices.
July 30, 2010 11:18 PM
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 30, 2010 11:18 PM
Marketech—a Westboro, MA-based exhibit marketing consultancy—has introduced RepConnect, a trade show and convention staffing solution.
July 30, 2010 11:13 PM
They've beaten back an activist Congress -- for now
July 30, 2010 11:10 PM
To foster instant connections in a digital world, brands take to the Web with live content.
July 30, 2010 11:10 PM
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 30, 2010 11:10 PM
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 30, 2010 11:14 PM
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 30, 2010 11:13 PM
The advertising world is all atwitter about Twitter.
July 30, 2010 11:13 PM
When DLT Solutions—a value-added reseller focusing on the public sector market—wanted to increase training sales in an area of its company, it took a very measured approach.
July 30, 2010 11:12 PM
Take a holistic, long-term view of acquisition, remarketing, and retention campaigns in relation to the ongoing dialog and measure them together as you initiate consumers into your franchise and track how they perform along each stage of the customer life cycle.
July 30, 2010 11:12 PM
An excerpt from Chapter 1: An Introduction to Marketing Public Relations and Chapter 10: Social Media from "Marketing Public Relations: A Marketer's Approach to Public Relations and Social Media" by Gaetan T. Giannini, MBA.
July 30, 2010 11:13 PM
Everyone's looking for a way to differentiate his product from his competitors'. Whether it's the bigger this, the faster that, or the longest lasting other thing, finding that key point of difference means the difference between winning or losing the sale.
July 30, 2010 11:14 PM
One obvious way to sell more is to design displays that grab attention, while still fulfilling a functional role. How you design the shelving and display areas of your store can have a dramatic effect on your sales.