Category Archives: E-commerce systems

E-commerce systems

Secrets of Amazon Success

[iframe]<iframe src=”http://www.slideshare.net/slideshow/embed_code/14689299″ width=”427″ height=”356″ frameborder=”0″ marginwidth=”0″ marginheight=”0″ scrolling=”no” style=”border:1px solid #CCC;border-width:1px 1px 0;margin-bottom:5px” allowfullscreen> </iframe> <div style=”margin-bottom:5px”> <strong> <a href=”http://www.slideshare.net/McK_CMSOForum/secrets-of-amazons-success” title=”Secrets of Amazon&#39;s success” target=”_blank”>Secrets of Amazon&#39;s success</a> </strong> from <strong><a href=”http://www.slideshare.net/McK_CMSOForum” target=”_blank”>McKinsey Chief Marketing & Sales Officer Forum</a></strong> </div> … Continue reading

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Is there a Perfect Storm Approaching

I have been doing a lot of strategy work lately for several different companies and have come to believe that there may be a “perfect storm” approaching for B2B catalogers.   Here are three big picture issues that I believe should … Continue reading

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Are You Testing New Mail Formats?

I am always surprised at the lack of testing that B2B catalog mailers are doing.   All too often we fall into our ruts and let our testing programs go stale…..or we just get too comfortable with the results of our … Continue reading

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B2B multi-channel marketers take note: It’s about the site first!

It is surprising to me how many B2B multi-channel marketers do not yet have complete buyer analysis at the site level.   After all, it is the site where demand is generated.   Let me explain. For years we (B2B marketers) followed … Continue reading

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Online Video Boosts B2B Catalog Sales

The role of the catalog is changing.   It used to be the only customer communication and sales vehicle but today it is one element (albeit the main course!) in the customer communications mix. In the B2B world the cost of … Continue reading

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B2B Online sales best practice.

Most of my B2B direct selling clients are struggling with the integration of their online selling efforts versus their direct mail and telephone selling efforts.  In our multi-channel world it is difficult to assess what really drives both orders and … Continue reading

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Measuring ROI on B2B Marketing Activity in a Multi-Channel Environment.

Measuring ROI on B2B marketing activity in a multi-channel environment.  Most B2B marketers today struggle to measure and allocate expense and return to various marketing efforts.   The interrelationships between sales and marketing activity like direct mail, email and telephone sales, … Continue reading

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6 Things Every Direct Marketer Should Know About SEO

6 things every direct marketer should know about SEO I make my living by advising B2B catalog companies on all sorts of issues.  One of the areas that most are struggling with these days is just how to manage and … Continue reading

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Do you callback your web orders?

Most B2B Catalog marketers, including me, think the web is a very good thing. However, I am becoming increasingly convinced that sometimes the web, with all its benefits, shortchanges us.   This happens in a number of “customer experience” areas … Continue reading

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The power and importance of mail

OK, Summer’s over…back to serious work! I wanted to post a few facts about the power and importance of direct mail. In today’s world of “web hysteria” I think it is important to remember what really drives most, if not … Continue reading

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