| | | Acquiring Minds | |  Price | 5 articles |
| Page 1 of 1 | Previous | Next | ACQUIRING MINDS MAY 17, 2010  Destructive B2B Sales Practices Here are some of the key research findings from McKinsey : The buyer’s experience with sales and product or service features were the most important factors in a purchase decison – not price. (All the more interesting given that the survey was conducted during the recession). Research on end users and on this scale is relatively rare in the B2B world. . Resources. | ACQUIRING MINDS NOVEMBER 12, 2008 Speech today at Chicago B2B Event the price of success! Today I spoke to a group of B2B marketers at the Chicago Association of Direct Marketers (CADM) on the topic of B2B Online Lead Generation and Management. After presenting here a year ago at the MarketingProfs B2B Forum, I welcomed the opportunity to return to Chicago (see my photo below). The timing was good: the results from our third annual LeadGen Tools Survey will be released in the next week. The CADM audience received a sneak peek at some of the data (more on that later). media in lead generation programs. physicians). Garth explained that with 1.5M | | | | | |
| ACQUIRING MINDS NOVEMBER 23, 2008 It is a sad day for demand generation The focus of the discussion was on price. When I explained to him that one of the reasons that we canceled was due to uncompetitive pricing, he asked us to compare pricing with our new provider. Two weeks ago I received a telemarketing call from a telecommunications provider (the offender shall remain nameless as the organization is a former client of my firm). The caller spoke in fractured English and his intonation was flat. At times I was unsure if he was asking me a question or making a rhetorical comment. reluctantly agreed and suggested that he call back in a week. | ACQUIRING MINDS JANUARY 21, 2009 Technology Spend - A Repeat of 2001? Open source and SaaS (Cloud Computing) provide price-sensitive buyers with a viable option to minimize upfront expenses and avoid shelfware by recalibrating licenses on a yearly basis. Fasten your seat belts. We will be encountering turbulence. Like an airplane riding out choppy flying conditions, technology marketers wonder when the outlook will stabilize. Will our stomachs be spared the next gut-wrenching drop? For those of us with memories of the last downturn, we ask: Will we see a repeat of the 2001 Tech Meltdown? IT Departments today are much leaner and less likely to overspend. | ACQUIRING MINDS MARCH 23, 2009 Comparing B2B Online Data Sources - New Research Watch out for list hustlers - If the price sounds too good to be true, then it probably is. At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. Just this past week, Ruth and co-author Bernice Grossman , president of DMRS Group , a marketing consultancy, released an interesting study of major online sources of B-to-B data (Thanks to Ruth for acknowledging in the appendix my modest contribution). branches). | |
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