Sunday, October 28, 2012

How to Make Local Marketing Easier

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This is the third of four posts dealing with distributed marketing. So far in this series, I've explained what distributed marketing is,...
1 comment:
Sunday, October 21, 2012

How Marketing Asset Management Improves Distributed Marketing

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This is the second of four posts discussing how to improve distributed marketing operations. In my last post , I explained what distributed ...
2 comments:
Saturday, October 13, 2012

How to Make Distributed Marketing More Productive

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Thousands of companies sell products and services through regional or local outlets. These outlets may be branch offices or company-owned re...
1 comment:
Sunday, October 7, 2012

Why BANT No Longer Works for Qualifying Leads

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One of the most widely-used methods for qualifying B2B sales leads is known by the acronym BANT , which stands for Budget - Authority - Need...
3 comments:
Sunday, September 30, 2012

Who is Responsible for "Challenger" Lead Generation?

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The principles described in The Challenger Sale continue to provoke a great deal of discussion among B2B marketing and sales professionals....
4 comments:
Sunday, September 23, 2012

Three Things To Do Before Hiring More Sales Reps

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When B2B companies need to increase sales, managers will usually consider hiring more sales reps. This thinking is understandable because ma...
3 comments:
Sunday, September 16, 2012

Why Marketing Myopia Is Still A Problem

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In 1960, Theodore Levitt wrote a landmark article for the Harvard Business Review titled “Marketing Myopia.” When it was republished in 200...