Managing Customer Value
Neil Rackham author of SPIN Selling, (what I consider one of the top books ever written on selling) discussed recession selling strategies in this video. Whether we are coming out of this recession or not, I believe this recession will have a long tail and has changed the landscape on how we sell. This video Read More …
It is quite frequent that in a recession, you become under-staffed. Especially when people start doing jobs they are not accustomed too. The important thing you must remember, busy or not don’t forget your customer. In a down economy having a well thought out DMP can be very cost effective. Example: If you have extra Read More …
The answer, your product stinks! Why, it has to work in the times that were in(period). So you need to reevaluate and maybe repackage or even re-purpose it. Here’s a great little test to see how viable your product, actually is… Is your product under advertised? Can there be a broader target market? Do you Read More …
I have been thinking about this a lot lately, a lot! Since, I am what I would say wired into the social community I see a lot of information about: We should be ignoring the recession. Build community. Pull marketing versus push. Social media. All of this being the soft side of marketing and selling. Read More …
I recently had an article published on the Duct Tape Marketing Site: When your business is in trouble it is safe to assume you have to do something different or you will get the same results. Change must occur. But what do you change to and how do you know that it is going to Read More …
by Paul Dunay I think Seth Godin outlined marketing’s Catch 22 best in his book The Purple Cow (and I am paraphrasing here): When times are tough the tendancy is to conserve capital vs. when times are good the tendancy is to not be aggressive. As marketers we are so often faced with the dilemma Read More …