Harvard Business Review

APRIL 15, 2015

Nobody seems to like charity telemarketers. I have heard this statement so many times I can only assume it comes pre-recorded in the human frontal cortex at birth: “Charity telemarketers pocket 95% of every dollar you give. The telemarketer just got paid $25 for making 100 calls. I just hang up on them.”

Telemarketing 8

Telemarketing Long-term Short-term Finance 8

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? About the Author.

Telemarketing 50

Telemarketing Consultative Management Policies 50

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. A Buying Decision Is A Change Management Problem. Let me back track a bit. About the Author.

Influence 50

Influence Management Telemarketing Hammer 50

Harvard Business Review

APRIL 17, 2015

For 50 years, pundits have repeatedly proclaimed that salespeople would soon be rendered obsolete by the emerging media or technologies of the day: catalogs, telemarketing, dot-coms, online reverse auctions, and now digital search. order takers) into consultants. Reimagine, retrain, and redeploy your sales people. They evolved.

B2B 8

B2B Forrester Telemarketing Media 8

Harvard Business Review

NOVEMBER 26, 2012

But, as a marketing consultant who is putting my own theories to the test as I work to drive sales of my first book , it's become clear to me that many companies have needlessly forsaken some marketing strategies that still have life in them. Marketing is changing so fast, it's easy to get our heads turned by new, high-tech developments.

Marketing 8

Marketing Telemarketing Hotels Competitive Advantage 8

Harvard Business Review

MARCH 3, 2011

Now that consumers can "assess" physical retail and hospitality venues (using FourSquare) and consult retail and product reviews (and prices) from the aisles of brick-and-mortar stores (using RedLaser or ShopSavvy), this is no longer an online-only phenomenon. Today, consumers, not marketers, rule the roost.

Productivity 12

Productivity Products Retail Telemarketing 12