Market Strategy
Sales Versus Marketing: Vive la difference
Tim Smith, PhD, Chief Editor, April 2008
Wake Up and Smell the Coffee!
By Special Guest Authors Robert Passikoff, PhD and Amy Shea, February 2008
Don’t Fall Into the "Commodity" Trap
By James T. Berger, Managing Editor, February 2008
Insight from a Marketing Master
James T. Berger, Managing Editor, November 2007
The Case for Strategic Product Marketing
By Special Guest Author Dave Morse, August 2007
The Perils of Using the Internet for Surveys
James T. Berger, Managing Editor, July 2007
The Difficulty of Developing Profitable and Unique Sales Promotions
James T. Berger, Managing Editor, June 2007
A New Way to Segment B-T-B Markets — Put Your Product to Work
James T. Berger, Managing Editor, May 2007
Don’t
Segment Markets — “Hire” the Product
James T. Berger, Managing Editor, March 2007
The
“iPhone” Brouhaha, James T. Berger, Managing Editor,
February 2007
Integrated
Marketing Environment Putting New Pressure on Sales Management,
James T. Berger, Managing Editor, September 2006
Are
You in a Hawk, Seagull, or Mouse Market?, Tim Smith, PhD, May
2006
Underdogs
Achieve When Strategy Aligns with Market Needs,
Tim Smith, PhD, March 2006
Creating
“Monopolies” from Customer Value Propositions,
James T. Berger , March 2006
Peeling
the Customer Loyalty Onion, James T. Berger , February 2006
The
Customer Loyalty Paradigm Is Ready for Main Street
Tim Smith, PhD, February 2006
Thoughts
on Relationship Marketing, James T. Berger , January 2006
What’s
In a Name?, James T. Berger, 10 August 2005
Branding
in Business Markets, Tim Smith, PhD, 10 August 2005
Dollarizing
Effectiveness in Sales & Marketing,
Tim Smith, PhD, 8 June 2005
Converting
Productivity to Profitability, James T. Berger, 8 June 2005
Optimal
Sales & Marketing Expenditures, Tim Smith, PhD, 8 June 2005
10
Easy Ways to Lose a Customer, James T. Berger, 15 April 2005
The Decline
and Fall of the AT&T empire — Marketing Myopia Revisited
James T. Berger, 11 March 2005
Information
Intermediary Market, Tim Smith, PhD, 13 October 2004
Information
Flows in Consumer vs. Business Markets
Tim Smith, PhD, 29 September 2004
Size
Counts, Tim Smith, PhD, 15 September 2004
Delineating
the Differences, Tim Smith, PhD, 15 September 2004
High
Five of Direct Mail, Lewis R. Elin, 9 June 2004
Valuing
Direct Mail, Tim Smith, PhD, 9 June 2004
Quick
Take on What Drives Success: Merge with Similarly Market Focused
Companies - Marimba, 9 June 2004
SPL
Takes First Step in Acquisition Strategy, Tim Smith, PhD, 26
May 2004
Tapping
Salespeople's Market Knowledge, Tim Smith, PhD, 28 April 2004
Relevancy
of Market Research in Business Markets,
Tim Smith, PhD, 14 April 2004
Relationships
vs. Deliverables, Tim Smith, PhD, 17March 2004
Lodestar:
Rising in Low Tides, Tim Smith, PhD, 21 January 2004
CIS
Industry Can Improve: Value Quantification Is Required to Sell
Utility CIS Systems in the Current Environment, Tim Smith,
PhD, 10 December 2003
Tantalus
Emerges: Technology and Business Model Right-Sized to Compete,
Tim Smith, PhD, 26 November 2003
TWACS
Attacks AMR Market: Evolved Technology for Full Requirements,
Tim Smith, PhD, 12 November 2003
Dialing
for Dollars: Anatomy of Prospecting Calls,
Tim Smith, PhD, 12 November 2003
Leadership:
In-Front of a Moving Train, by Tim Smith, PhD, 15 October 2003
Helicomm
Hypercompetes in M2M, by Tim Smith, PhD, 15 October 2003
Co-Branding:
Centuries of Stamina, Tim Smith, PhD, 1 October 2003
Illuminating
the Market, Tim Smith, PhD, 3 September 2003
Breaking
Taboos, Tim Smith, PhD, 20 August 2003
Performance
/ Execution Integrated Sales and Marketing
Tim Smith, PhD, 6 August 2003
Getting
Lost on the World Wide Web James T. Berger, 6 August 2003
The
Full Contact Sport of Creating Business Customers,
Tim Smith, PhD, 9 July 2003
Powering
the Business: Rolodexes vs. Campaigns,
Tim Smith, PhD, 06-25-2003
Itron’s
Acquisition Spree… Will It Succeed?, Tim Smith, PhD, 06-11-2003
ADP
Dealer Services Succeeds in Mature Market, Tim Smith, PhD, 05-28-2003
Relationships,
even eCRM ones, are a two-way street,
A. William McVey and Doug Bryan, 04-16-2003
Closers,
Industry Dynamics, and Improving Revenue,
Tim Smith, PhD, 03-05-2003
Buzzbait’s
Growth Challenge, Tim Smith, PhD, 02-19-2003
Valued
Strategies, Tim Smith, PhD, 01-22-2003
Managing
the Marketing Cycle, Tim Smith, PhD, 12-11-2002
Business
Metrics: Transaction Volume, Tim Smith, PhD, 09-18-2002
Driving
Repeat Business Part 5 - Wrap-up and Next Steps,
Tim Smith, PhD, 08-05-2002
Driving
Repeat Business Part 4 – Newsletters, Tim Smith, PhD,
08-05-2002
Driving
Repeat Business Part 3 – Customer Group Meetings, Tim
Smith, PhD, 08-05-2002
Driving
Repeat Business Part 2 - Direct Contact Tactic, Tim Smith, PhD,
08-05-2002
Driving
Repeat Business Part 1 – Critical Success Factors, Tim
Smith, PhD, 08-05-2002
Marketing
is a Luxury?, Tim Smith, PhD, 08-02, 2002
Expanding
Markets: Mathew Miller of OSIsoft, Tim Smith, PhD, 07-25-2002
Repositioning
Technology - Scott Davis of Smart Synch,
Tim Smith, PhD, 07-11-2002
Growing
in Downturns - Taratec, Tim Smith, PhD, 06-26-2002
B2B
Marketing? Tim Smith, PhD, 06-13-2002
Market
Segmentation – Tom Hoffman of SymplicIT,
Tim Smith, PhD, 06-06-2002
Attacking
Markets – Agent Based Systems, Energy Markets, and Adica,
Tim Smith, PhD, 05-31-2002
Mobile
Telephony and Computing – Moving Down the Product Lifecycle,
Tim Smith, PhD, 05-29-2002
Customer
Lifecycles, Tim Smith, PhD, 05-13-2002
Advertising
2 – Wheres and Hows, Tim Smith, PhD, 04-25-2002
Advertising
1 – Packaging Articles and Marketing Investment,
Tim Smith, PhD, 04-24-2002
Trade
Shows 3- Maximize the Impact, Tim Smith, PhD, 04-19-2002
Trade
Shows 2 – A Value Model, Tim Smith, PhD, 04-18-2002
Trade
Shows 1 – Show Me the Value, Tim Smith, PhD, 04-17-2002
Talking
to Markets – David Freeman of Geodesic,
Tim Smith, PhD, 04-04-2002
|
