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Best the Competition with a Compelling Value Proposition

Tuesday, November 22nd, 2016

A compelling, meaningful and relevant value proposition enables you to increase the quantity and quality of prospective opportunities, gain market share in your targeted segments, and charge a premium price. Conversely, poor positioning contributes to long sales cycles, low close rates, customer confusion, channel indifference, and sales organization discord. It’s nearly impossible to survive or […]

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Easy Ways to Start with the Right Marketing Metrics

Tuesday, November 8th, 2016

At a time when marketers are being asked to be more accountable, more is being measured. The challenge, however, is to find the right things to measure, i.e., the marketing metrics that improve and prove the value of your investments. Read on for a primer on how to do this successfully. Marketing Metrics Come in […]

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Strengthen Customer Trust to Grow Revenue

Tuesday, October 25th, 2016

Trust plays an important role in building revenue. A study conducted by the MIT Sloan School of Management suggests that the degree to which a company is trusted affects the amount and frequency of customer purchases. Seems obvious. If people don’t trust you, they won’t buy from you. But many companies fail to deliberately invest […]

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Proper Positioning Improves Your Probability of Success

Tuesday, October 11th, 2016

What does your company do? How is what you do valuable to your customers? The answers to these questions are the foundation for your company’s positioning. Ideally you should have a positioning document for the company as well as each of your lines of business/practices and/or your products/services. The concept of positioning is one of […]

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Stuck with a “Percentage of Sales” Marketing Budget? What You Can Do

Tuesday, September 27th, 2016

There are no simple rules for determining a Marketing budget. This is because it should be based on the Marketing objectives you are tasked to achieve in support of business goals.  Often those objective, metrics, and goals are different for each company. For a number of companies, the Marketing budget is still determined by a formula based […]

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Assessments and Benchmarks for Lasting Improvement

Tuesday, September 13th, 2016

To survive and thrive in a competitive business environment, companies are being hammered to continuously adapt and deliver more, faster, better, and less expensively. Today’s emphasis on more and faster growth via better customer experiences is the focus for many organizations. Companies use the strategic planning process to identify what the business should become and […]

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Activate Marketing Ops for Better Excellence & Agility

Tuesday, August 23rd, 2016

Not long ago, a Forbes article shared an important lesson learned. It revealed that 70 percent of the companies that were on the Fortune 1000 list a mere ten years before had vanished – unable to adapt to change. Articles like this reinforce the importance of agility. The market research company, Forrester, defines business agility […]

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Keep Your Focus On The Customer To Become An Analytical Competitor

Tuesday, August 9th, 2016

Improving Marketing effectiveness and competitive advantage takes analytical prowess. In today’s abundantly rich data environment, keep an eye on the value creators, the best-in-class (BIC) marketers who build more skills around insights from analytics than their counterparts. These elite groups of marketers are more proficient at using data and analytics. Where are their priorities focused? […]

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