I have been thinking a lot about the decision-making process lately. As contributors to society, and I say that loosely, we make hundreds of decisions daily. Some are simple and easy and personal – how many times to hit the snooze button before getting up, what to wear when we get up, what to eat […]
Archive | July, 2011
Years ago some colleagues of mine built what we thought at the time was the “holy grail” of business marketing. A sophisticated analytical tool that could tell a marketer where to invest, why, and what the return would be in sales productivity. It could also tell them where to cut dollars, why and what the impact […]
Co-op or MDF? As a category, they are referred to as promotional allowances. Regardless of the structure, promotional allowances are the #1 most utilized channel program among vendors today—and the most favored among partners—according to a recent proprietary survey. As for program structure, the trend is moving away from co-op to MDF as observed by our clients and prospects.
It’s tough to know anything for certain nowadays; there are so many sources of the “truth.” Questions abound about the value of social media and how much to invest time and resources. You would think that having a “sure thing” would be a welcome relief. So here it is…. Recent research by Buyersphere, 2011 Annual […]
If you have the first shot to sell a customer, you better: Move quickly Not take them for granted Make sure you are completely clear as to what they want Be willing to go to others, including your competition, to find the perfect answer Or: They’ll lose confidence in you They’ll look around You’ll feel […]