Marketing trends

Are your marketers using yesterday's methods on today's customers?


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It took a while before the Web really changed the way people bought things, but it has happened. Now people go to the Web first and research the heck out of a subject before they buy.

They scrutinize, analyze, and agonize. They Google and re-Google, fine-tuning their search term until they start getting the desired results. They know exactly what they want and they keep searching until they finally find it, then compare their options, read the reviews, and consider the price and the functions. Once they are satisfied they have found the right product and are comfortable with the company selling it, they place an order.

How to make money in Distraction City


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Well, it's that time again. Elections. Always causes a bit of a dip in productivity, and a slowdown of the buying process, while everyone waits to see how the election will turn out.

Welcome to Distraction City.

In our news-dominated culture, distractions interrupt buying patterns. The larger the distraction, the larger the interruption. I tend to think of these periods as distraction-driven mini-dips. If there are a number of them in succession - especially those involving armed conflict or a terrorist attack - the dips can turn into a recession.

Demand Generation: A salesman's fantasy dressed up as the new paradigm


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"Demand generation" is the new name for "marketing." It has its roots in every salesman's fantasy. Salespeople are happiest when their product is in demand, when they're writing orders rather than having to make cold calls and trying to convince people to buy. The sweetest phrase a salesman can say to himself is, "I'm in demand!"

CMO Council study reveals the painfully obvious


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The CMO Council and MarketBridge just conducted a study to determine how marketing is perceived and how marketers think they're doing. The results agree with what I've observed for many years: the very nature of marketing has changed and many marketers haven't changed with it.

Study by CMO and KnowledgeStorm: Your input welcome


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I don't normally post "news" here, since you can get that from so many other places. But I thought you might want to know about the joint study being undertaken by the CMO Council and KnowledgeStorm, especially since you can participate.

The CMO Council consists of marketing execs from 1,300 tech companies, controlling $45 billion in global marketing expenditures. KnowledgeStorm defines itself as "the largest online index of IT solutions," and says that 1.5 million IT buyers and solution providers visit KnowledgeStorm each month.

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