Posted on July 18th, 2009 by Doug Hall
Customers have little time to compare, contrast, and consider your product or service offerings. The never-ending flood of voice mail, email, and junk mail has caused customers to develop a protective barrier against new marketing messages.
To break through the barrier, you need to be OVERT about the customer benefit you offer. The classic mistake that managers make is to communicate [...]
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Posted on May 21st, 2009 by Doug Hall
With the the cloud of negativity that hangs over today’s business people – it’s easy to simply give up when you meet objections or a no. Sales people drive by customers – shooting off their sales pitches looking for instant reaction. If they miss. They drive on to the next, and the next, and the [...]
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Posted on May 15th, 2009 by Doug Hall
It’s amazing the difference three years has made in my perspective on innovation. In our day to day work – we often don’t realize how far our thinking has changed. Yesterday I spoke to the same group of manufacturers in Hartford Connecticut -that I spoke to three years ago. In the discussions afterwards I learned how far [...]
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Posted on May 12th, 2009 by Doug Hall
Research indicates Customers First Instinct reactions to new products or new ideas are not totally predictive of final behaviour I conducted a research study asking customers how likely they were to purchase various new products in the next 6 months.
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