Marketing & Sales

Magazine articles on marketing, advertising, and sales.

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CRM October 26, 2012 Solem & Yeung	CRM Plays a Critical Role in Sales Success A high-performing sales team starts with a strong manager.
Financial Planning November 1, 2012 William Ainson	Assembly-Line Approach: Planners Use Well-Defined Sales Process Successful planners usually have a well-defined sales process for turning prospects into clients.
CRM November 2012 Judith Aquino	Understanding the Shopper Economy How marketers can turn behavior into currency. Liz Crawford, a senior industry analyst at the Path to Purchase Institute, shows how to motivate shoppers in her new book, The Shopper Economy.
CRM November 2012 Judith Aquino	What's Your Prospect's Score? Companies get savvier at finding the hottest leads. Lead scoring, the practice of ranking sales leads to identify the consumers most likely to respond to an ad campaign, is an increasingly popular way to apply predictive analytics to mountains of customer data.
CRM October 23, 2012	New Study Looks at Mom Influencers Moms make and trust in-person recommendations more than social media.
HBS Working Knowledge October 19, 2012	Digital Technology's Profound Game Change for Marketers Within a few years, chief marketing officers will spend more on technology -- digital marketing -- than CIOs. It is clear that technology is radically transforming the marketing function and the role of the marketing professional.
AFP eWire October 16, 2012	The Planned Giving Toolbox: Learning to Talk about Planned Giving Fundraisers don't need to be experts on planned giving, but they do need to be able to talk knowledgeably about planned giving options and spot opportunities for donors, according to Greg Hammond, President of Planned Giving Strategies.
Pharmaceutical Executive October 1, 2012 Gregg DiPietro	Reforming Pharma Marketing With respect to targeting, positioning, and launching new drugs, the ACA reform stands for Adjust, Change, and Adapt.
CRM October 5, 2012 Kyle Lacy	The Future of Marketing Strategy Embracing the cross-channel approach is the only option.
On Wall Street October 1, 2012 Todd Colbeck	Creating a Fee-Based, High-Level Advice Approach Clints Will Demand How to sell a high-priced tier of service to clients and describe how that service is different and more valuable, like front-row seats at an event.
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