Category Archives: Sales

Creative Destruction and the Cannibalization Rate

Posted on September 13, 2010 by

Creative destruction became popular in the 90′s and it is still around today. In fact most people don’t call it that anymore, they call it cannibalization, so I thought it would be good to talk about both of them and … Continue reading →

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Using a Brand Development Index

Posted on September 10, 2010 by

Brand indexing is often associated with a CPG product, competing on the shelves of your local grocery store or big box retailer. But it is actually a great tool to use in the analysis of a financial product or B2B … Continue reading →

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Is Lack of Faith Part of the Problem?

Posted on September 3, 2010 by

I was at a recently lunch event in which the local VP for the US Chamber of Commerce gave a presentation. 99% of what he said, I had heard already, so I basically went on with my lunch, until he … Continue reading →

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Web metrics useful or just busy work

Posted on June 2, 2010 by

If you do any type of web marketing then you know that metrics pretty much dominate any decision that takes place.  Some of these metrics are useful, but a lot of them really have no relevance to anything other than … Continue reading →

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Who owns the customer?

Posted on May 30, 2010 by

There is a debate that has been raging for longer than I can remember, who owns the customer.  Sales claims they do and marketing claims they do.  You often see this in a business to business situation where both departments … Continue reading →

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