Category Archives: Marketing Strategy

Grow Your Revenue By Launching New Products and Services

Selling and marketing IT products and professional services in the best of times means developing value that prospects believe, finding prospects that will buy, negotiating deals that clients will pay for, and managing competitors... before they manage you. This whole process can become cumbersome and tedious.  One way to bypass this elongated sales progression is…
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Is IT Marketing a Strategic Contradiction?

Is marketing a staff position designed to support the sales team or the marketing department's own agenda? Is marketing a line position responsible for creating corporate revenue? Should corporate management cut back on marketing investments and just hire more IT salespeople? All of these questions are asked by IT executive management on a monthly basis.…
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Better Messaging & Brand Content Closes IT Deals

When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the seller” move from the position of being seen as an outside vendor to an engaged peer on the inside. This pathway is based on the…
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How to Increase Tradeshow ROI and Reduce Your Operating Costs

Tradeshows continue to be a primary source of lead generation for many sales and marketing teams. Yet most companies cannot calculate their marketing ROI for tradeshow investments. There are only three ways to generate leads -- marketing, cold calling and networking -- and I often refer to them as the three legs of lead generation.…
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