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April 19, 2012

Bill King asked a question

What has your experience been acquiring marketing databases or lists for your organization?

Marketing

Database Marketing

Direct Marketing

List Acquisition

Feb. 8, 2012

Jon MASON and 1 other person answered this question

Has anyone ever used T3 direct marketing in Modesto for 401k appointment setting?

"Smith Jones, Architects"? This company doesn't exist. This is clearly a fake & was written by an ex-employee who was sued for trying to steal clients and T3 intellectual property. Besides, T3 doesn't have any architectural clients. I might add, all our clients are in ... more

Nov. 7, 2011

Ruth Stevens and 1 other person commented on this post

Direct marketing’s quiet yet powerful resurgence

I am especially pleased that the Internet allows tests to be set up so easily. A/B splits and multivariate optimization experiments are really catching on--and show results so much faster than traditional media. more

Oct. 25, 2011

Cornelia Kupa selected a best answer for

Is a newsletter still up to date or is it already an "old" marketing tool?

Marketing

Direct Marketing

Newsletters

Oct. 20, 2011

Scott Albro asked a question

Which companies effectively use Twitter as a direct marketing tool?

Oct. 12, 2011

Michael A Brown and 3 other people answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

If a vendor takes on some of your analysis and documentation leg work, would they gain any leverage in the process?

Bingo! Mr. Baker is spot-on about the power of case studies. Mr. McCoy is spot-on about supporting the “legwork” but not “owning” it. Mr. McGovern is spot-on about credibility.
And regarding ROI / CJ (Cost justification) … neither is a “silver bullet.” Indeed, ROI/CJ may not ... more

Information Technology

Oct. 11, 2011

John McCoy and 1 other person answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

What are the best ways for IT vendors to do company-specific homework in advance of a sales call?

Unfortunately, in enterprise environments access to IT specific information is generally going to be pretty limited. Most enterprises have specific policies against (and severe penalties for) disclosing proprietary information to the public via social media and the internet. This protected information usually includes operating information. ... more

Information Technology

Oct. 11, 2011

John McCoy and 1 other person answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

Globally we experienced a recession. Is there room for customer value proposition (CVP) or are most IT manager’s price-only buyers?

In the enterprise, I find that IT managers are generally all about the CVP. The problem is that senior management and procurement (the guys controlling the purse strings) are price-only buyers by default.
Managers in the enterprise have to be good at making a strong ... more

Information Technology

Oct. 11, 2011

John McCoy and 1 other person answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

How important is it for a sales person to have an understanding of your business and network architecture along with your industry?

I’d say it’s always important for the representative to have a good understanding of my company’s business. However, specific knowledge about our network architecture would generally be less important.
Understanding my business helps them to understand the context of my requirements and better position their ... more

Information Technology

Oct. 11, 2011

Craig Rosenberg and 1 other person answered this question

How would you create visibility for an educational product on a college campus?

I agree with Craig here, I know you want to move fast(er), but the key here is actually to isolate the usage initially. Get 1 or more professors to get their class to use it and make them very successful. They WILL talk about it ... more

Oct. 11, 2011

Andrew Baker answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

How loyal are you to your existing IT provider and what needs to happen for you to leave them?

One other point, btw. The question implies a single IT provider. This is rare even with very small organizations. There is always room for 2-3 IT vendors, even with some overlap of services... Keeps everyone honest. more

Information Technology

Oct. 7, 2011

Craig Rosenberg and 2 other people commented on a roundtable

How to Market to IT: Real Advice Direct From IT Experts

Interesting, I like that -- well said.

Information Technology

Oct. 6, 2011

John McCoy and 3 other people answered this question at this roundtable

How to Market to IT: Real Advice Direct From IT Experts [10/4 @ 1 pm]

Will one of you name one or two actions that turn a vendor from a possibility into a reliable, trustworthy source?

From my perspective, the two most important actions sales professionals can do are listen and solve in that order.
By listening, I mean more than just passive hearing and reacting. I’m referring to using an active dialog to gain the customer’s perspective by reading between the ... more

Information Technology

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