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3 Dynamics That Every Great Organization Has Harnessed
April 28, 2017 at 8:00 am

Judging by the amount of attention paid to strategic planning throughout the business press and business schools, it’s easy to conclude that the one necessary ingredient to an organizational success is a well-crafted strategic plan. Yet, over many years of consulting I’ve come to realize that little could be further from the truth.

How Marketing Fails the Sales Team
April 28, 2017 at 8:00 am

Although the technologies and tools available to the B2B Marketer have improved significantly over the past decade, the fundamental responsibilities of the role have not. Where a direct sales channel is in place, marketers are responsible for three functions: Creating the strategic position of the business, enabling the sales organization, and generating demand.

Direct Mail: Creative Envelopes Win
April 27, 2017 at 12:09 pm

Envelopes have been a part of direct mail for a very, very long time, and many companies still use them the same way they always have.

Direct Mail Is Marketing's Workhorse
April 26, 2017 at 1:11 pm

Though many marketers label direct mail costly, they recognize its value — often noting its ROI. About 69% of marketers use it.

Millennial Sales Speak
April 25, 2017 at 9:25 am

In this week's blog, 56-year-old Bill Farquharson (practically a crypt keeper) requests the opinion of his millennial readers to help him make sense of what’s happening to the English language and if it matters at all to them.

Three Things Every Senior Executive Needs
April 21, 2017 at 9:34 am

When you are a senior leader — someone who has both people working with you and reporting to you in a medium to large organization — it’s unlikely that you will have close personal relationships with everyone. This dynamically changes what you need to be able to do.

Make a New Sales Habit Today
April 20, 2017 at 9:25 am

If you keep doing things the same way buyers will start ignoring you. Buyers soon get used to what salespeople do. That’s why it is essential that salespeople are always doing different things. Buyers are much more likely to take notice if they see something that is a bit different. Technically, this is called pattern interrupt.

LCP Helps Brand Owners to Achieve Multi-Channel Goals
April 19, 2017 at 12:00 am

Positioning itself as a “brand guardian” under the slogan “Brand Meets World,” LCP (formerly Lake County Press) of Waukegan, Ill., pledges to support its brand-owning customers across print and non-print channels alike. It is a promise that a business engagement with LCP will always be a relationship, not merely a transaction.

Defining Acceptable Failure
April 18, 2017 at 9:16 am

A sales rep joins a training program and shortly thereafter quits. His manager considers this to be a failure. In this week’s blog, Bill Farquharson disagrees.