Strategy Driven

DECEMBER 10, 2015

People buy something when they cannot resolve a business problem AND they have gotten appropriate buy-in from those folks and departments who will be involved with a new solution (stakeholders – usually unknown to sellers) AND whose buying patterns match a seller’s selling patterns (Remember telemarketing?

Telemarketing 50

Telemarketing Consultative Management Policies 50

Harvard Business Review

APRIL 15, 2015

Nobody seems to like charity telemarketers. I have heard this statement so many times I can only assume it comes pre-recorded in the human frontal cortex at birth: “Charity telemarketers pocket 95% of every dollar you give. The telemarketer just got paid $25 for making 100 calls. I just hang up on them.”

Telemarketing 8

Telemarketing Long-term Short-term Finance 8

Harvard Business Review

MARCH 23, 2011

Related to this, the law reinforces bad analysis of telemarketing — which is sometimes the only fundraising option available to less popular causes. Often we hear that a telemarketing firm takes 90% of what it raises. If that were true, there'd be a lot more people in the telemarketing business. Not very profitable.

Proposal 15

Proposal Telemarketing Hammer Report 15

Harvard Business Review

NOVEMBER 26, 2012

Marketing is changing so fast, it's easy to get our heads turned by new, high-tech developments. But, as a marketing consultant who is putting my own theories to the test as I work to drive sales of my first book , it's become clear to me that many companies have needlessly forsaken some marketing strategies that still have life in them.

Marketing 11

Marketing Hotels Telemarketing Competitive Advantage 11

Harvard Business Review

MARCH 3, 2011

Today, consumers, not marketers, rule the roost. As consumers, we readily dictate how and when marketers reach us. The price-quality inference, a time-honored marketing concept, will surely continue to operate. Don't get me wrong. Price usually signals quality. Is caveat emptor a thing of the past?

Productivity 15

Productivity Products Retail Telemarketing 15

Harvard Business Review

OCTOBER 23, 2012

The Federal Trade Commission is offering $50,000 cash to anyone who can come up with a way to eliminate telemarketing robocalls. While the FTC outlawed commercial telemarketing in 2009, the legislation hasn’t put an end to the continued barrage of pre-recorded messages interrupting people’s dinners across the U.S.

Telemarketing 8

Telemarketing Pharmaceuticals Fashion Letter 8

Harvard Business Review

APRIL 20, 2016

Dan Lyons’s book Disrupted is an often-delightful tour through startup culture, based on the author’s experience working at online marketing firm HubSpot. Today’s standard marketing playbook looks a lot like what Lyons describes in his book.

Marketing 8

Marketing Cost Content Media 8

Harvard Business Review

DECEMBER 9, 2013

Sixty-three percent responded that they have specialized inside salespeople that are dedicated to SMB (small to medium business) or mid-market sales. Seventy percent of inside salespeople perform lead generation and telemarketing activities. SMB Specialization. Field Sales Revenue Trends. Sales Preparedness.

Metrics 14

Metrics Telecommunications Telemarketing Software 14

Harvard Business Review

APRIL 17, 2015

A company’s goal should be to integrate its arsenal of traditional and emerging digital marketing tools and specify where the field salesperson should be involved, if at all. Fortunately, B2B executives can draw upon sound guidance when reformulating their sales and marketing efforts. Nothing could be further from the truth.

B2B 8

B2B Forrester Telemarketing Media 8

Harvard Business Review

FEBRUARY 5, 2015

Unlike marketing, manufacturing, human resources, and other functions, a good strategy should cover the entire activity system of an organization. A marketing department, for example, may focus on the value proposition and pay insufficient heed to the other two propositions.

Blue Ocean Strategy 8

Blue Ocean Strategy Strategy Execution Cost 8