Last year freight logistics company FreightCenter.com catered to both b-to-b and b-to-c customers. However, the customer split was uneven: 70% of its clients were consumers and only 30% were businesses. This was a problem, said Sylvia Pankiewicz, marketing manager for FreightCenter.com, because consumers aren’t usually repeat customers. “With consumers, you’re probably dealing with someone who [...]
I work in children’s mental health. Every day, our company sets out to serve children who are facing challenges that would make a Hallmark Movie Channel moment look like dinner at grandma’s. Barring a full rundown of our entire corporate belief structure, I’m going to share a mantra our entire team subscribes to – Needs [...]
This is the fourth and last installment in my recommended summer book reading series. The Sandler Rules, by Sandler Systems CEO David Mattson, covers 49 timeless selling principles and how to apply them. These are the same topics taught in the classes held by the company but condensed into a handy guide of course highlights.
I often hear from marketers asking how to protect various aspects of their recipient lists(s) from others in their organization who are looking to do something they know isn’t right. The questions normally come on the acquisition end (“They’re convinced buying a list is a good idea, what should I say?”) but sometimes, it goes [...]
It’s very important to use design elements – such as color, art, logos, etc. – to make visual connection between your Web site and your e-mail. When you sign up e-mail list members on your Web site, you want the e-mail to be an extension of the site that your customers recognize. If there is [...]
Every company likes to get referrals. When a customer or friend recommends your product or service, the sales process is streamlined and the close ratio goes way up. Referrals lead to longer term customers that have a higher lifetime customer value. I just finished reading “The Referral Engine” by John Jantsch, also author of ”Duct [...]
In yesterday’s blog post, we introduced the non-profit winner of the Infuse Initiative business grant. Today, we’re going to introduce this year’s small business winner – Professional Conventions & Meetings (ProCaM).
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