Welcome to the November edition of this carnival. This month, we’ve received 56 contributions demonstrating the breadth and depth of our topic. Fourty of these are presented below in 6 themes:
Market intelligence, knowledge management, surveys, networking, … All business marketing starts from what you know, and who you know. (2 contributions)
Production, i.e. converting intelligence […]
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Posted in sales on Aug 24th, 2007 No Comments »
Do you want to work in sales or purchasing? If you’re currently working in sales, you might think sitting at the other end of the table is immensely more comfortable. Not necessarily.
OK - you don’t have to compete, but acquiring products and services on-time, at the right quality and price and according to specification can […]
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Posted in sales on Aug 18th, 2007 2 Comments »
The question: if your market requires a direct marketing approach, how much turnover per customer do you need to generate? Or put otherwise, considering the length of your sales funnel, and its successful closure rate, what order size justifies sending a sales person or team to a customer?
If your typical account is over 1 […]
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Welcome to the summer edition of B2B Marketing Carnival. New submissions remain welcome and I’ll post a new digest once in a while. As long as contributions are related to business marketing, meet a minimum standard (language, novelty) and do not use abrasive language, they’re likely to be included. A few fringe topics are […]
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Posted in sales on Jul 17th, 2007 No Comments »
Dave Jung of B2Blog made a highly perceptive post about the information exchange between customer and supplier during the sales process. It means walking a thin line. Too much information, and you may be giving your customer just reasons not to buy. But not enough information can have the same result.
It works both ways […]
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On Marketo’s B2B marketing blog, Jon Miller asked the question whether modern marketing applies to B2B. I’ve been struggling with the same question a while, and would reply in the affirmative.
At the risk of simplifying, B2B marketing is about direct contact, sales funnels and supposedly rational buying processes (as opposed to B2C which is […]
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