Questions to get you started…

Going back to my premise that marketing should be driving sales out the door… Here are a few questions to ask yourself: * What can marketing do to kickstart the sales process? * What action should follow the marketing action? * What role does email play in the sales process? * Do you need to prioritize certain industries? * Are …

Push Me! Push Me!

Too often decisions are made in a vacuum. This is the case with most marketing decisions.  One of the great falsehoods that too many businesses operate under is that marketing is sort of a loss leader and that the best position for them is to be out of the way of the sales force.  In truth, the opposite is true…the …

Marketing Driven…or Sales Driven

In some of my conversations, I find myself asking…“is your team marketing driven or sales driven."  This is sort of a Rorschach Test, because the answer can tell me a lot. Here’s the point…your organization actually should be integrated and that’s because the two systems work better together.  So look around, are you market driven or sales driven? Please follow …

Marketing Driven…or Sales Driven

In some of my conversations, I find myself asking…“is your team marketing driven or sales driven."  This is sort of a Rorschach Test, because the answer can tell me a lot. Here’s the point…your organization actually should be integrated and that’s because the two systems work better together.  So look around, are you market driven or sales driven? Please follow …

Culture…Culture

In talking with a fellow consultant recently, we went down the rabbit hole of “culture."  I’m not one that simply buys into the idea of culture as the end all be all, but my colleague made a good point…for certain parts of an organization "culture” is king. Look at the Oakland Raiders in football, NBC News in media, or Barack …

Bright, Shiny

Recently I have had the opportunity to speak with people across the sports industry about their best practices in sports and tickets… One amazing thing I found was that despite our embrace of technology and the Internet, some old school sales techniques are giving them a tremendous boost…so things like direct mail, promotions, and phone calls.  The point being that …