Tag: revenue generation


Jun

24

2015
When Marketing to K-12, Know Your Targets

When Marketing to K-12, Know Your Targets

It’s an understatement to say that it’s an exercise in complexity to market to K-12. Here’s how it generally works (and I use the term “works” lightly): You want the largest possible sale. That means marketing that sets the stage for district-wide orders. But getting messages to district supervisors is like a hunt for the Holy Grail. And how easy is it to get ahold...

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Apr

10

2015
The K-12 Marketing Calendar:  Month by Month

The K-12 Marketing Calendar: Month by Month

We’re fast approaching the end of the school year.  And that’s the perfect time to organize and prepare for the coming school year, our next cycle.  First comes determining strategic objectives.  And that’s closely followed by tactics to support those strategies.  So get ready to create your K-12 marketing calendar for the 2015-16 school year. Every organization’s calendar is obviously going to reflect their specific...

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May

26

2014
Emptier than they used to be.

Still Relevant: Direct Mail Marketing to K-12 Education

Direct mail is very old. Like 150 years old. But sometimes, erroneously, old is viewed as irrelevant, especially in our hyper-speed, Mountain Dew fueled digital world. For outbound, digital tactics have all but eclipsed direct mail marketing. And in many, many ways, that’s a great thing. Digital offers some enormous benefits, like speed to market, quick testing opportunities, and lower costs. But the success of...

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Jan

09

2014
So where did all my customers go?

The K-12 Marketing “End Zone”: January through April

January is the “beginning of the end” for all of us who market to K-12 and rely on funding from school budgets. It’s the start of what can be termed the K-12 marketing “end zone.” January through April. It’s during that period of time when we aggressively market our wares to align to an incredibly and at times intolerably rigid purchasing cycle. If tapping school...

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Sep

02

2013
Success!  Now let's go to the beach!*

Tell Your Success Stories

Without a doubt, success stories sell. A number of years back at an educational technology company where I handled marketing, a very bright, very ambitious young sales rep closed a single, multi-million dollar megadeal that catapulted the company’s expected revenue into another sphere. When I asked him what the secret weapon was that he used to secure the fantastic deal he crafted, he summed it up...

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Aug

20

2013
Note to sales: You are not alone.

Let Marketing Help Unleash Your Sales Force

If your sales force isn’t focusing their time on building great relationships with decision-makers and influencers, then they’re not performing to potential. And your organization isn’t getting the results it needs to thrive. Sales organizations can get bogged down with writing emails, creating their own collateral, deploying invitations, devising their own custom presentations, and activities that have more to do with message preparation and delivery...

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Jul

17

2013
Proceed with Caution.  Marketers at Work.*

Marketing Mayhem: Marketing Mistakes to Avoid

I’ve said it many times, and I’m likely to say it many more. Marketing is not rocket science. So what goes wrong with our marketing programs? Why are some companies thoroughly stumped, stymied, and frazzled when it comes to creating effective marketing? Here are some commonly made marketing mistakes: 1. The Bright Penny. Take up enormous resources compiling, vetting, and finalizing an actionable marketing plan....

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Jul

03

2013
Free PDF “Direct Marketing to K-12 Education”

Free PDF “Direct Marketing to K-12 Education”

If K-12 is your marketplace, then download the free 16 page white paper Direct Marketing to K-12 Education: A Review. You’ll discover… • The first 7 steps to initiate a successful direct marketing program • How direct marketing makes your overall sales and marketing efforts more successful. • A successful DM program can be configured for nearly all K-12 businesses. • Analytics are the differentiator...

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Jun

25

2013
The Art of the Special Offer

The Art of the Special Offer

If your customers buy your products or services at any price you offer, then consider yourself uniquely skilled at generating demand. For most of us, though, we need to provide a push. Competition is fierce, and the need for creating smart, relevant offers is greater than ever. But a special offer should serve to grow your business and be the first step in establishing great...

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