Do You Know the 4 Phases of a Product Life Cycle?
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Do You Know the 4 Phases of a Product Life Cycle?

Traditional marketing curriculums include a detailed look into product life cycles. And while many people may dismiss the validity of textbook reasoning, most marketers not only understand the concept around life cycles, but they subscribe to a life cycle mindset. As many of you know, there are 4 distinct parts of the life cycle, and...

How Small Companies Doing Large Marketing Get Huge Results
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How Small Companies Doing Large Marketing Get Huge Results

Other than identifying a known brand name and automatically knowing the size of the company, have you ever thumbed through a publication or web portal, become impressed by a company’s logo or tagline, only to learn that this company wasn’t nearly as large as you thought? It happens to me all the time. I see...

How to Turn that Abandoned Cart into Dollars
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How to Turn that Abandoned Cart into Dollars

Internet shopping has increased 51% in the past two years. Today, seven out of 10 internet users shop online. If you’re an e-commerce company, this is all good until you see that e-retailers have lost around $33 billion in revenues because of abandoned carts in the past several years. Statistics indicate that three out of...

Posted by May 1, 2012February 6, 2017
Trigger Marketing Requires Letting Your Partner Lead the Dance
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Trigger Marketing Requires Letting Your Partner Lead the Dance

Trigger marketing is more about being a good dance partner rather than the dance invitation graphic designer. You have to get on the floor with the prospect and be a good follower so you can react when they decide to twirl or dip (i.e. pick up the phone, swipe their credit card, or drive off...

Posted by February 7, 2012January 18, 2018
Don’t Be a Drip, Nurture Your Leads
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Don’t Be a Drip, Nurture Your Leads

Marketers want to talk to prospects and salespeople want to talk to buyers. The courting process of moving a person from the prospect to buyer stage is called lead nurturing. Unfortunately most B2B marketers aren’t very good at it. In fact, among marketing automation adopters, only about 1 in 3 believe they have an effective lead nurturing process, according...

Posted by November 29, 2011January 18, 2018
Six Ways to Decode Your Customers’ Digital Body Language
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Six Ways to Decode Your Customers’ Digital Body Language

In traditional sales, good salespeople watch body language and monitor if the prospect is warming to the product or drawing away. In the digital world, that same salesperson has the same opportunity to watch for hot or cold signs that the prospect is sending through their digital body language. Here’s a 101 course on how...

Posted by November 8, 2011January 18, 2018
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How to Make Your Direct Mail Marketing Results Spike

Are your direct mail marketing numbers spiking or splatting? If you want to bring in at least three new projects from your existing clients in the next 60 days stop selling and start solving. Solution selling is the quickest way to move from being a bother to being a trusted advisor in your customer’s mind. You’ll see...

Posted by October 7, 2011June 10, 2019
How to Develop Triggered Customer Life Cycle Communications
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How to Develop Triggered Customer Life Cycle Communications

Using business intelligence along with triggered communications is the new rocket science behind digital and direct marketing. Identifying prospect and customer activities and behaviors that indicate the need for more or less contact, business intelligence is what makes everything else happen. For example, using strategic business intelligence to detect when a prospect has moved further...

Posted by February 15, 2011May 29, 2019
Four Ideas to Put Love in Your Loyalty Program
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Four Ideas to Put Love in Your Loyalty Program

Irrelevant offers and messages alienate customers and reduce the love in the Return On Marketing Investment (ROMI) of loyalty programs.  A recent study by the CMO Council uncovered that 73% of consumers participating in a loyalty program have received promotions for products and services they already own.*  Ouch! In addition to wasted marketing resources, customers...

Posted by February 8, 2011February 14, 2017
Building a Roadmap for the Buying Decision Process
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Building a Roadmap for the Buying Decision Process

Map out the buying process and help prospects and customers navigate their way to a buying decision. Today’s decision makers have changed. They scrutinize buying options more carefully. Their expectations are higher across the board. They want to understand the opportunity costs of making a purchasing decision; or rather, the value of the alternatives that...

Posted by August 10, 2010January 18, 2018
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