Hi Justin, While I basically agree with your statement, I feel that it is incomplete. We have two identical products - one is branded: ALEX. STEINBACH The...
Peter Interesting ... for two reasons. First, in this special case, you *can* accurately calculate the value in the 'Alex. Steinbach' brand. It's that 20%...
Please see my comments below in [[double brackets]]. Marjorie Cooper ________________________________ It would be wise to regard this as a temporary phenonena....
Cooper, Marjorie
Marjorie_Cooper@...
Jul 2, 2005 10:30 am
48
Hi Peter That makes a lot of sense, when the piano is back home in the music lounge there is no other piano sitting there for comparison. In addition it seems...
Hi Justin, Hasn't the obsession with brands been around for many years. I'm sure if you take the likes of Gucci, Versace, Armani just to name a few this...
annie
annier@...
Jul 2, 2005 10:36 am
50
Peter This premium that you're achieving is explained in the book: Influence, The psychology of Persuasion by Robert Cialdini Among other things he explores...
Ian, The argument of price as product attribute has been defended and attacked a number of times in marketing. No definitive arguments have been presented on...
Sorry to hijack the thread here, Karl wrote: "I was politely told that, although my Marks and Spenser jacket looked good, if I was not prepared to pay for an...
Justin, Two identical sunglasses on a shelf. One branded Rayban the other not. Surely there will be some who will pay a premium for the branded pair simply for...
Ah but that is exactly my point. These fashion houses want you to believe that that is what happens. After 20 years in the rag trade I know that that is not...
annie
annier@...
Jul 4, 2005 6:03 am
55
Another thought for your comment. Surely in the case of our company - Asset Management Team it is important to build the brand along with product diversity so...
annie
annier@...
Jul 4, 2005 6:15 am
56
When I am selling automation projects, some customers try to squeeze on the price. Long hour discussions for a few euros. At the same time the latest model of...
Marjorie My comments are in {{parentheses}} Justin Please see my comments below in [[double brackets]]. Marjorie Cooper ________________________________ It...
Hi Justin, Enjoying the Ballistix Yahoo chat group. Noticed your AFR Advert last week. What were your aspirations? Were you happy with it? Can you share how it...
"Good grooming will not get you into the boardroom, but bad grooming will keep you out." An old saying, with some interesting underlying sales / marketing...
Simon Berglund
simon_berglund@...
Jul 5, 2005 1:31 pm
60
Hello Justin You said: "Brand equity is a methodological dead-end because it's the *result* of successful business-development activities" An example comes to...
... <justin.roffmarsh@b...> wrote: I have eliminated much of the content to which I reply for clarity of my simple comments - I believe that everyone is...
Just curious, AFR Advert? What is that? mw mark woeppel President & CEO | Pinnacle Strategies 972-491-1333 | 3600 Lowrey Way . Plano . Texas . 75025 --|Justin...
Hello Clarity on C-level cloud? Bye and thanks!!! Santiago --|Justin Roff-Marsh: While you're at it, you might also like to let those who are new to TOC know...
At one of our public roundtables this morning (in Sydney), we discussed the relationship between the potential client's buying process and the organisation's...
Hi Justin and other list members, I recently found <http://www.finnandconway.com/pp/Outsource%20Field%20Sales-MREF.ppt> this presentation on the web and would...
It's a mistake to assume (as some do) that our method is only appropriate to large business. I think the reason some assume this is that our method inevitably...
Thanks Justin It's easy to fall into the trap of thinking the right way is only for the bigger companies :) We're currently re-engineering our sales process in...
Hello Justin Your comments were very relevant to our business and I can see your approach being applicable to a small business too. We have had good success in...
Manjit Kaur
mk@...
Jul 21, 2005 6:18 am
69
It's a common practice to categorise clients (or prospects) using an A/B/C rating (or similar). This practice may be common, but it's rarely sensible! ...
Hi Justin A most interesting sales organisation! The one question I have revolves around the sales activities that the salesperson (MD) would have to carry ...
Hello, This email message is a notification to let you know that a file has been uploaded to the Files area of the ballistix group. File :...
ballistix@yahoogroups...
Jul 26, 2005 11:17 am
72
... Yes Santiago, sorry for the "code". C-level just refers to the CEO (CFO) of large, publically traded organizations that non-institutional investors do...
Hi Justin, Could you speak to the issues and opportunities w/enabling technologies for business development the Ballistix way? Thx. Becky. --|Justin...
The other day, Becky Smith asked me to comment on sales process software (and enabling technologies). Generally speaking, sales process technology is necessary...
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