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Author Archives: Dave J.

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Death spiral of a B2B trade pub, 2013 style

Posted on April 24, 2013 by Dave J.
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Even before the Internet, our industry had a tenuous relationship with trade magazines. Advertising was expensive, and our companies were all a bit too small to afford spending what we needed to. At one point, one of our competitors even ran a … Continue reading →

Posted in Trade Pubs | Leave a reply

What is the online trade show metaphor?

Posted on April 12, 2013 by Dave J.
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I know its 2013, but I’m giving a go at an online trade show. The targeting looks good enough, but in the past I’ve stayed away. This is what my “booth” is going to look like. Doesn’t exactly give me … Continue reading →

Posted in Trade Shows | 2 Replies

Slowing down the sale with roadblocks

Posted on March 6, 2013 by Dave J.
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I market capital equipment. But as a marketer, I’m a consumer of B2B services. Software especially. While there are very limited choices about selling equipment, services are infinitely flexible. Here are some examples I’ve been dealing with CRM software has … Continue reading →

Posted in Marketing Management, pricing | Leave a reply

A payout for a sales referral … is 10K too much?

Posted on February 7, 2013 by Dave J.

I found this email from our ERP software vendor stunning in so many ways: I want to personally make you aware of a new program we have just launched, geared toward paying you $10,000 – as many times as you’d … Continue reading →

Posted in salesmanship

New for yearly planning: A Christmas list … and I want a pony!

Posted on December 31, 2012 by Dave J.

I did something new this year as part of my planning for 2013: I created a “Christmas List”. Really! No, I wrote an email to send up for the things I’m wishing for this year. When you write such a … Continue reading →

Posted in Marketing Management

Attention my dear contractor

Posted on November 29, 2012 by Dave J.

I had to send out this email yesterday to one of our service contractors: M.– I’m guessing someone was trying to help you get web traffic by reposting our company’s videos. The stats of views probably means that it isn’t working. … Continue reading →

Posted in Marketing Management, website mgmt

Meeting the prospect at THEIR interest level

Posted on October 29, 2012 by Dave J.

I’m just back from one of the trade shows we do every year. It’s a great opportunity for our salespeople to see their existing contacts and customers, but as marketing manager, I don’t have ‘existing contacts’. What I enjoy most … Continue reading →

Posted in Marketing Management, Trade Shows

China ripping off our products?

Posted on September 26, 2012 by Dave J.

Last time I shared how a Chinese company was copying design and content from our website. And I left a little cliff-hanger that they were using our product pictures. Here, take a look: Okay, it’s distrubing to see my product … Continue reading →

Posted in Marketing Management

Referrals and name dropping: Questions and answers

Posted on September 19, 2012 by Dave J.

I’ll get back to my story about China rip-off soon. For now I’m doing a blogging favorite of mine: I just read two post by two of my favorite bloggers that talked about the same issue, and they need to … Continue reading →

Posted in Marketing Management

Uh oh: The Chinese are stealing our website (part 1)

Posted on September 2, 2012 by Dave J.

A couple weeks ago I received an email passed along from our HQ in Japan that our website was getting copied by a Chinese company. This may take more than one post to discuss … here I’ll just tell you … Continue reading →

Posted in Marketing Management, website mgmt

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