Posts from ‘January, 2009’

This is the eighth in a series of articles examining ways to thrive, not just survive, in 2009.
In a recent poll of 450-plus marketers globally, The CMO Council found that only 6% of marketers claim to have an excellent understanding of their customers when it comes to demographic, behavioral, psychographic and transactional data. (Source: Business Gain […]

This is the seventh in a series of articles examining ways to thrive, not just survive, in 2009.
You all know the deal. During periods of economic instability, your organization will focus with laser-like precision on the bottom line, allocating dollars to only those areas they know will deliver positive business results.
While clicks matter, it’s the outcome of the click, not […]

This is the sixth in a series of articles examining ways to thrive, not just survive, in 2009. 
You’ve likely heard this before: It’s five times more expensive to acquire a new customer than it is to encourage repeat purchases from an existing customer. But did you know a two percent increase in customer retention has the […]

This is the fifth in a series of articles examining ways to thrive, not just survive, in 2009.
According to B2B marketing and sales analyst firm, Sirius Decisions, of the 70% of leads Sales “disqualify,” approximately 80% of them go on to make a purchase within 24 months. The question is, how do you ensure these people […]

This is the fourth in a series of articles examining ways to thrive, not just survive, in 2009.
The CMO of a mid-sized, U.S.-based wireless networking firm recently told me, “If I had to spend a dollar in today’s economic climate, I’d spend it all on getting better quality leads into the hands of my salespeople.”
If I had […]

This is the third in a series of articles examining ways to thrive, not just survive, in 2009.
Marketing automation has been on the scene for years, but as pressure grows for marketers to do more with less (not to mention better and faster), many are predicting this will be the year automation platform adoption heats up.
 By marketing […]

This is the second in a series of articles examining ways to thrive, not just survive, in 2009.
 
With marketing budgets under tight scrutiny, the results from numerous recent surveys showing marketers’ intentions to embrace low-cost and high-yield online tactics in 2009 is of little surprise.
 
Top of the list is use of email. No wonder, considering its ROI […]

This is the first in a series of articles examining ways to thrive, not just survive, in 2009.
You’ve seen the research. Your customers are increasingly turning online - in search of you, your competitors and the opinions of others - as their primary source of information to support their purchase decisions. If your customers are focusing their efforts […]

Smooth seas do not make skillful sailors.”
– African proverb

If this proverb is true, marketers and salespeople, get ready to adjust your sails and set new courses if you’re to weather the economic storm of 2009.
But where should you focus your efforts to thrive, not just survive, in the year ahead? And how can new […]