Monthly Archives: August 2007

Are you selling to Canada?

Dear fellow B2B DM’ers, I am off to Canada, "my home and native land",  later this week for a 10 day visit with family and friends.  I will also be meeting with various direct marketing leaders there and, when I … Continue reading

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One of your best selling opportunities is "in the box".

One of the things I love to do when touring a B2B catalog company is take a look at the customer order, just before it gets sealed.   I usually make a point of doing it during the first tour of … Continue reading

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Happy employees = Great Customer Service.

I toured a long standing B2B Catalog company the other day and I was struck by the aura of its offices and people.   As I walked through their call center, telephone reps were smiling and happy.  They graciously said hello … Continue reading

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What can you learn from your returns?

Most B2B marketers ignore their returns.   They are viewed as being part of the business.  Nobody likes them or wants them but you must deal with them.  So, why not deal with them the best way possible? I have a … Continue reading

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How do you measure the performance of your outbound sales reps?

Last week, I talked about how to measure the performance of your national account reps who manage a group of assigned accounts.  This week, I would like to talk about how you might evaluation your outbound telesales reps who are … Continue reading

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How are you measuring the performance of your assigned account telephone sales reps?

I am often asked how to structure and reward a team of dedicated sales reps.  Specifically, reps that are assigned a number of accounts and have the responsibility of retain, penetrating and growth those relationships. One of the first questions … Continue reading

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How to get more from your existing customers?

It always amazes me how eager we are as B2B marketers to prospect more while overlooking many productive ways to retain existing customers and sell them more.   After all, we invest a great deal to acquire a new customer, shouldn’t … Continue reading

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Isn’t your company intelligence worth something?

As I work with B2B direct marketing clients all over the world I am struck by how much knowledge they have within their companies.   Specifically, I am referring the product and application knowledge that is…or could be….useful to their customers.  … Continue reading

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Struggling to increase your catalog or mail response rates?

All of us are struggling these days with finding new tactics to increase our catalog response rates?   With postal rates increasing, we have all been working hard to reduce our catalog costs, but how many times can we trim size, … Continue reading

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Are your new product development effort really enough?

I find it surprising how much time and energy gets spent these days on the smallest details of a myriad of marketing communication activities while how little time and attention gets placed on effective product development. At our core, catalogers … Continue reading

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