Strategy Driven

OCTOBER 14, 2015

Sales, marketing automation, and the new telemarketing field, ignore the change management aspect of what buyers must accomplish and instead focus on figuring out how and what and to whom to pitch their solution. Copyright 2007-2015 by StrategyDriven Enterprises, LLC. A Buying Decision Is A Change Management Problem.

Influence 50

Influence Management Telemarketing Hammer 50

Strategy Driven

JUNE 18, 2015

Amid improved consumer confidence, with the April 2015 confidence index of 95.2 These disparities are also among the biggest misperceptions that both online and offline marketers hold. This overwhelming demand for consumer attention and dollars has created a market filled with cynics, whose defenses are on full alert.”.

Crisis 50

Crisis Strategy Brand Telemarketing 50

Strategy Driven

DECEMBER 10, 2015

People buy something when they cannot resolve a business problem AND they have gotten appropriate buy-in from those folks and departments who will be involved with a new solution (stakeholders – usually unknown to sellers) AND whose buying patterns match a seller’s selling patterns (Remember telemarketing? Consider leaving a comment!

Telemarketing 50

Telemarketing Consultative Management Policies 50

Harvard Business Review

DECEMBER 9, 2013

Sixty-three percent responded that they have specialized inside salespeople that are dedicated to SMB (small to medium business) or mid-market sales. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Metrics 11

Metrics Telecommunications Telemarketing Software 11

Harvard Business Review

FEBRUARY 5, 2015

Unlike marketing, manufacturing, human resources, and other functions, a good strategy should cover the entire activity system of an organization. A marketing department, for example, may focus on the value proposition and pay insufficient heed to the other two propositions.

Blue Ocean Strategy 8

Blue Ocean Strategy Strategy Execution Supply Chain 8