Archive for 2006
Leading Today’s Sales Organization
Constant change in today’s business environment has made running the sales organization more demanding than it has ever been. The CSO (Chief Sales Officer) is regularly challenged by new demands and priorities from the CEO, customers and peers. To stay out in front of these demands, we find that successful CSOs are continuously thinking about…
Read More Search Engine Optimization…
If It Sounds Too Good To Be True – It probably Is
As e-marketers strive to make it to the top of the search engine optimization heap beware of the fraudsters and charlatans who might promise you the world and end up putting you on a blacklist. According to Mark Hochhaus, McCleary, WA-based co-owner of Technet Internet Marketing, “The old adage, ‘If it sounds too good to…
Read More GM May Be Learning Price Discipline
Growing Margins While Lowering Prices by Tilting the Price Waterfall Vector
When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of raising prices to signal higher quality leverages the learned consumer behavior of “you get what you pay for”. Likewise, when a marketer wants to encourage purchases, they can provide buyer discounts. This second…
Read More The Wiglaf Brand Challenge:
How Well Do You Know Your Brands?
Here’s a little quiz for all you Wiglaf Journal readers? Each year Interbrand and Business Week calculate the top 100 brands. See how brand-smart you are by taking the Wiglaf brand challenge quiz: 1. What is the No. 1 brand in the world? a. Coca-Cola b. Microsoft c. IBM d. GE 2. Which brand had…
Read More iPod v. Walkman
Winning Price to Quality Competition Using Customer Perceptions and Market Segmentation
The old adage of “you get what you pay for” has long driven both customer behavior and pricing strategy. Some people are willing to pay higher prices for higher quality items, while others seek lower prices and for them, lower quality items will suffice. Furthermore, given two items of equal price but varying quality, rational…
Read MoreThe Growing Impact of the Internet in Real Estate Marketing
Those survivors of the Dot.Com disaster of a few years ago are now really starting to reap the rewards. Earnings from Amazon, Google, Yahoo and EBay have fulfilled the prophesies of those gurus who saw the power and potential of interactive communications. The dismal earnings reports of Amazon.com in the few years after its formation…
Read MoreSEO Crucial to Successful Interactive Communications Strategy
(This is the FIRST in a series of articles on Search Engine Optimization [SEO]. Future articles will focus on specific mechanics and techniques for SEO.) The emergence of “Google” as the search engine behemoth and the increased utilization of the Web by an ever-increasing percentage of the consuming public has put increased pressure on Web…
Read MoreResonate or Be Irrelevant
Effective sales and marketing messages resonate with customers like tuning forks resonate with guitar strings. Each excites the intended party while leaving the rest of the world untouched, and accelerates the process towards mutual satisfaction. Tune in to Resonate Tuning forks are engineered to emit a specific note. If you strike the tuning fork and…
Read More Business Blogging is Coming – Are You Ready?
Deeper Into R. Soble’s and S. Irael’s Naked Conversations
Robert Scoble and Shel Israel have written a unique, research driven work of art. Naked Conversations contains excerpts of hundreds of interviews about both the best practices and mistakes of corporate blogs. It is a refined read that comes from multiple and diverse perspectives and tells interesting stories of both success and failure. Important interrelated…
Read MoreIntegrated Marketing Environment Putting New Pressure on Sales Management
When the integrated marketing communications movement took hold about a decade ago the main benefit appeared to be the opportunity to put traditional rivals, advertising and sales promotion, on the same page. But, changes in the marketing environment has put new pressure on the need to better integrate selling and sales management into the integrated…
Read More