rialteam - Sales Management and Marketing http://rialteam.mozello.com/news/sales-management-and-marketing/ rialteam - Sales Management and Marketing Top marketing channels http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1856870/ Tue, 30 Jul 2019 13:40:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Top marketing channels used when forming the consideration set</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Supplier websites are the most effective for placing content. Across enterprise and SME businesses, the most important marketing channel that buyers use when forming the consideration set is the supplier website, while industry conferences and seminars are still widely used, especially by decision-makers in enterprise businesses. Traditional advertising via email, social media, sponsorships, digital, direct mail or TV, is less effective (but still key in building brand equity outside of a specific purchasing situation).</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#marketing #business #branding #digitalmarketing #marketingdigital #socialmedia #socialmediamarketing #advertising #motivation #onlinemarketing #marketingstrategy #contentmarketing #GinoVestali</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/Marketing_channels.gif"><br></p> Establishing Stronger Emotional Connections http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1856867/ Tue, 30 Jul 2019 13:38:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">The four steps of emotional engagement</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">To build a stronger brand connections and to harness the power f the emotions that buyers feel, you may follow the 4 Steps of Emotional Engagement framework. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">1 TRUST </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">A brand has to be busted to enter the consideration set. <span style="mso-spacerun:yes">&nbsp;</span></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">2 EMPATHY </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">A brand needs to demonstrate an understanding of the buyer / user needs, pain points and desires. Empathetic brands care about their customers and share similar values as them.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">3 ENRICHMENT </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Beyond understanding the customer the more ernotionally-resonating brand is one that makes a significant<span style="mso-spacerun:yes">&nbsp; </span>impact on the user experience and / or empowers the customer to achieve more. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">4 EMINENCE </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">The ultimate level of emotional engagement is when the brand is held in high esteem by customers, to the point that they are proud to associate themselves with the brand. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">These are typically prestigious brands or those that comprise a degree of exclusivity. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Business choose to work with suppliers which perform well on at least one of the four levels of emotional engagement.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Building emotional engagement isn't linear but establishing trust should be the first step, as trust is the emotional response most predictive of supplier choice.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">An emotional connection of eminence is the ultimate and hardest to achieve. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">1 in 4 suppliers are able to evoke a sense of pride in the buyer. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#brand #emotional #branding #brandmarketing #GinoVestali<br></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/brand_connections.gif"><br></p> Factors that Influence Decision Making http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1856860/ Tue, 30 Jul 2019 13:34:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Understanding the business buyer mindset stands at the very core of marketing. Gaining such an understanding is, however, easier said than done. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">What factors influence the decisions of buyers? </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">56% of the final purchasing decision is based on emotional factors (including 53% positive and 3% negative emotional response) while within the construction industry rely even more on emotion when making purchasing decisions, as 74% of their final buying decision was found to be based on emotional factors.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">The reason that negative emotions account for a very small part of the final decision is that suppliers which evoke negative emotions are likely to have been eliminated from consideration by this point.<span style="mso-spacerun:yes">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#emotional #salestechniques #influencer #influencing #GinoVestali</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/Factors_Influencing_purchase.gif"><br></p> Social Media Fact Sheet http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1846393/ Mon, 15 Jul 2019 15:00:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">Today around seven-in-ten Americans use social media to connect with one another, engage with news content, share information and entertain themselves. </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">In 2005, just 5% of American adults used at least one of these platforms and today 72% of the public uses some type of social media.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">The social media user base has also grown more representative of the broader population. Young adults were among the earliest social media adopters and continue to use these sites at high levels, but usage by older adults has increased in recent years.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">YouTube and Facebook are the most-widely used online platforms, and its user base is most broadly representative of the population. Smaller shares of Americans use sites such as Twitter, Pinterest, Instagram<img src="//site-791806.mozfiles.com/files/791806/Social_Media1.gif"> and LinkedIn.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">For many users, social media is part of their daily routine. Roughly three-quarters of Facebook users – and around six-in-ten Instagram users – visit these sites at least once a day.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">#socialmediamarketing #socialmediaupdate #socialmediastatistics #GinoVestali</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><br></p> The total market map approach http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1846348/ Mon, 15 Jul 2019 14:24:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">Market assessment and situation analysis provide a “market map” to help make smarter choices to execute market development plans.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">The total market map approach:</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">The CAGE distance framework, which enables to assess the cultural, administrative &amp; political, geographical and economic difference between a target market and markets we are already ensconced in. Using CAGE distance analysis, we can assess the accessibility of the opportunity.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">Porter’s 5 Forces allows us to assess the competitive environment that relates to the opportunity in each target market.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">PESTLE analysis allows us to assess the trends in the market and thus consider how the market is likely to change or grow.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">SWOT analysis, based on introspective, internal analysis plus external data, allows us to consider our strengths and weaknesses vis-à-vis the competition, and therefore where we are at a competitive advantage or disadvantage. It also encourages us to assess the level and nature of opportunities and threats within the marketplace.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">Finally, it is often said that marketing is all about segmentation. Success in market entry depends heavily on us identifying the specific group within the market that will be drawn towards our offer. We need to understand not only the total market size, but above all the size of our target segment.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">#swot&nbsp;<span style="font-size: 14px;">#</span><span style="font-size: 14px;">marketmap&nbsp;</span><span style="font-size: 14px;">#</span><span style="font-size: 14px;">marketsegmentation&nbsp;</span><span style="font-size: 14px;">#</span><span style="font-size: 14px;">marketanalysis&nbsp;</span><span style="font-size: 14px;">#</span><span style="font-size: 14px;">GinoVestali</span></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><span style="font-size: 14px;"><img src="//site-791806.mozfiles.com/files/791806/Total_Market_Map.gif"><br></span></p> Marketing Mix – 4Cs http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1846345/ Mon, 15 Jul 2019 14:22:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">The 4Cs marketing model was developed by Robert F. Lauterborn in 1990. It is a modification of the 4Ps model. It is not a basic part of the marketing mix definition, but rather an extension. Here are the components of this marketing model:</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">• Cost </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">• Consumer Wants and Needs </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">• Communication </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">• Convenience</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><br></p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">#marketing&nbsp;<span style="font-size: 14px;">#marketing_7Ps&nbsp;</span><span style="font-size: 14px;">#marketing_4Ps&nbsp;</span><span style="font-size: 14px;">#marketing_4Cs&nbsp;</span><span style="font-size: 14px;">#</span><span style="font-size: 14px;">GinoVestali</span></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><span style="font-size: 14px;"><img src="//site-791806.mozfiles.com/files/791806/4Cs.gif"><br></span></p> Marketing Hashtags For Your Social Media Strategy http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1846338/ Mon, 15 Jul 2019 14:13:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">When Twitter first used the hashtag in 2007, it served as a grouping functionality to filter content. Today, 71 percent of people on social media use hashtags – on Twitter, Instagram, Pinterest, Google+, YouTube, Tumblr, Facebook, and the list goes on.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">#hashtag&nbsp;<span style="font-size: 14px;">#</span><span style="font-size: 14px;">socialmediamarketing&nbsp;</span><span style="font-size: 14px;">#</span><span style="font-size: 14px;">socialmediastrategy #GinoVestali</span></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><span style="font-size: 14px;"><img src="//site-791806.mozfiles.com/files/791806/Hashtagcloud2.jpg"><br></span></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><span style="font-size: 14px;"><br></span></p> The B 2 C model. http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1846322/the-b-2-c-model Mon, 15 Jul 2019 13:56:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;">How to expand to China: B 2 China<br></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;"><img src="//site-791806.mozfiles.com/files/791806/B_2_China.jpg"><br></p> Marketing Mix – 4Cs http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1832638/ Mon, 24 Jun 2019 12:48:00 +0000 <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">The 4Cs marketing model was developed by Robert F. Lauterborn in 1990. It is a modification of the 4Ps model. It is not a basic part of the marketing mix definition, but rather an extension. Here are the components of this marketing model:</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">• Cost </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">• Consumer Wants and Needs </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">• Communication </p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">• Convenience</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/Marketing_Mix_4Cs.png"><br></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><br> </p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">According to The 4Cs marketing model developed by Robert F. Lauterborn</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#1 - Cost</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Price is not the only cost incurred when purchasing a product. Cost of conscience or opportunity cost is also part of the cost of product ownership.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#2 - Consumer Wants and Needs</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">A company should only sell a product that addresses consumer demand. So, marketers and business researchers should carefully study the consumer wants and needs.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#3 – Communication</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">“Promotion” is manipulative while communication is “cooperative”. Marketers should aim to create an open dialogue with potential clients based on their needs and wants.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">#4 – Convenience</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">The product should be readily available to the consumers. Marketers should strategically place the products in several visible distribution points.</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/Four_Cs.png"><br></p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><br> </p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">Whether you are using the 4Ps, the 7Ps, or the 4Cs, your marketing mix plan plays a vital role. It is important to devise a plan that balances profit, client satisfaction, brand recognition, and product availability. It is also extremely important to consider the overall “how” aspect that will ultimately determine your success or failure.</p> <p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left">By understanding the basic concept of the marketing mix and it's extensions, you will be sure to achieve financial success whether it is your own business or whether you are assisting in your workplace's business success.</p><p style="direction: ltr; unicode-bidi: embed; word-break: normal;" class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/marketing-mix.jpg"><br></p> Marketing Mix - The Extended 7P’s http://rialteam.mozello.com/news/sales-management-and-marketing/params/post/1825439/ Thu, 13 Jun 2019 13:12:00 +0000 <p class="moze-left">The 7Ps model is a marketing model that modifies the 4Ps model. The 7Ps is generally used in the service industries.</p> <p class="moze-left">Here is the expansions from the 4Ps to the 7Ps marketing model:</p><div><br></div><p><img src="//site-791806.mozfiles.com/files/791806/Marketing_7Ps.jpg"><br></p><p class="moze-left"> </p><p class="moze-left">Marketing is a continually evolving discipline and as such can be one that companies find themselves left very much behind the competition if they stand still for too long. One example of this evolution has been the fundamental changes to the basic Marketing mix. Where once there were 4 Ps to explain the mix, nowadays it is more commonly accepted that a more developed 7 Ps adds a much needed additional layer of depth to the Marketing Mix with some theorists going even going further.</p><p class="moze-left"><img src="//site-791806.mozfiles.com/files/791806/Marketing_7Ps_Details.jpg"><br></p><p class="moze-left"><br> </p><p class="moze-left">#5 People</p> <p class="moze-left">Of both target market and people directly related to the business.</p> <p class="moze-left">Thorough research is important to discover whether there are enough people in your target market that is in demand for certain types of products and services.</p> <p class="moze-left">The company’s employees are important in marketing because they are the ones who deliver the service. It is important to hire and train the right people to deliver superior service to the clients, whether they run a support desk, customer service, copywriters, programmers…etc.</p> <p class="moze-left">When a business finds people who genuinely believe in the products or services that the particular business creates, it's is highly likely that the employees will perform the best they can.</p> <p class="moze-left">Additionally, they'll be more open to honest feedback about the business and input their own thoughts and passions which can scale and grow the business.</p> <p class="moze-left">This is a secret, “internal” competitive advantage a business can have over other competitors which can inherently affect a business's position in the marketplace.</p><div><br></div><p><img src="//site-791806.mozfiles.com/files/791806/7Ps-marketing-mix.png"><br></p> <p> </p><p class="moze-left">#6 Process</p> <p class="moze-left">The systems and processes of the organization affect the execution of the service.</p> <p class="moze-left">So, you have to make sure that you have a well-tailored process in place to minimize costs.</p> <p class="moze-left">It could be your entire sales funnel, a pay system, distribution system and other systematic procedures and steps to ensure a working business that is running effectively.</p> <p class="moze-left">Tweaking and enhancements can come later to “tighten up” a business to minimize costs and maximize profits.</p><img src="//site-791806.mozfiles.com/files/791806/Marketing_7Ps_Extended_2.jpg"> <p> </p><p class="moze-left">#7 Physical Evidence</p> <p class="moze-left">In the service industries, there should be physical evidence that the service was delivered. Additionally, physical evidence pertains also to how a business and it's products are perceived in the marketplace.</p> <p class="moze-left">It is the physical evidence of a business' presence and establishment. A concept of this is branding. For example, when you think of “fast food”, you think of McDonalds.</p> <p class="moze-left">When you think of sports, the names Nike and Adidas come to mind.</p> <p class="moze-left">You immediately know exactly what their presence is in the marketplace, as they are generally market leaders and have established a physical evidence as well as psychological evidence in their marketing.</p> <p class="moze-left">They have manipulated their consumer perception so well to the point where their brands appear first in line when an individual is asked to broadly “name a brand” in their niche or industry.</p><img src="//site-791806.mozfiles.com/files/791806/Marketing_7Ps_Extended_3.jpg"> <p><br></p><div></div>