Feb 3, 2017 | Blog, Marketing
I wrote in an earlier post about the need for balance between marketing and sales organizations. On that subject, I spoke to a friend who is the Vice President of Marketing for a major aerospace manufacturer to ask him about their structure. He told me that, in...
Jan 27, 2017 | Blog, Marketing
Early in my career, a then marketing guru told me that nobody buys a product or a service. They buy the feeling they get from using that product or service. What he was trying to say was that, when buying a car, its not about the car but the feeling the owner gets...
Jan 20, 2017 | Blog, Marketing
I can’t overemphasize the importance of the Strengths, Weaknesses, Opportunities and Threats (SWOT) matrix. The SWOT must be completed before any brochure is written or sales presentation created as the key points to be made are all based on the SWOT. It’s usually...
Jan 13, 2017 | Blog, Marketing
Marketing plays a vital role in the product or service development process. Marketing knows: Who else is making similar widgets; How to differentiate the planned widget from all other widgets; What the potential market is for the planned widget, and; What the price...
Jan 6, 2017 | Blog, Marketing
Good sales people will always be able to sell but, with good marketing support, they will be able to sell more. Think of bricklayers trying to build a wall. If they are standing in quicksand, they won’t be able to build a very high wall as they will sink when they try...
Dec 30, 2016 | Blog, Marketing
In any organization, the sales team has the focus. After all, Sales brings in the money that keeps the company going. But Marketing is equally important. Without the marketing foundation, you won’t realize your full sales potential. Marketing is harder to do as the...
