Marketing Playbook Blog - Marketing Resources for Sales People

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This is the Vendor & Resource blog companion and interactive community site for The Marketing-Playbook—a Marketing manual and resource guide for savvy Sales People (and enlightened Marketers) who want their Marketing efforts to pay off for their Sales team.

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It’s super easy to jump in on the discussion, share a success story, ask a question or to tell others about your experiences with my Marketing Playbook and the vendors. Just click on the link underneath every blog entry.

4-Keeping, Upselling Your Customers

Where B2B Food-Chain Begins

This is a follow-up to a previous blog entry related to »Play K-06

In Monday’s Wall Street Journal it was Carly Fiorina vs. Robert Nardelli—Two powerful executives people love to hate:

The higher the executive, the more likely he gets recruited to new jobs by someone he has already worked for or with.

That was the case for Robert Nardelli, who was named Chrysler’s new CEO…Mr. Nardelli spent most of his career at General Electric [and] is still in touch with his GE network. Numerous former GE executives are advisers or employees at Cerberus, the private-equity firm that owns Chrysler. Their presence there helped Nardelli land the corner office at Chrysler. These former colleagues are comfortable with Mr. Nardelli’s hands-on, lean-and-mean management style and remain his friends.*

That’s the power of a strong, active network. Nardelli didn’t start working on his network when he needed it —rather— he was building it when he didn’t need it.

Carly’s Mistake
Carly’s story is what happens when you don’t have a network.

Carly Fiorina, former CEO of Hewlett-Packard, [hasn’t] gotten a second chance in the corner office — partly because [she doesn’t have] a powerful network of former colleagues.

Beyond job search - Sales Leads & Referrals from your network
In my 5-day LumpyMarketing Course (www.lumpymarketing.com) I tell you about one of the most important formulas in B2B Sales and Marketing:

$ = I x R

Translation: Sales Success is broadly based on two things:

Your sphere of Influence and
Your number of Relationships

The tool I use for growing my network is LinkedIn.

LinkedIn is one of the most important networking tools available for B2B Marketing and Sales people. In Marketing Play K-06 I show you how to harness the power of LinkedIn for your own company.

In case you haven’t tried LinkedIn, here’s what you’re missing:

Unlike a traditional card file, which is contains business cards of people you know, LinkedIn reports how many people have YOU in THEIR Rolodex
Your network always has your current contact information (assuming you’re being a ‘good boy/good girl’ and keeping it up-to-date!)
LinkedIn makes it easy to get (and give) recommendations
There’s no charge for a basic LinkedIn membership
No worries about formatting your LinkedIn profile, LinkedIn does it for you

But the very best benefit of LinkedIn is how much it lessens the burden on people in your network to refer business to you. It’s as stupid-proof as it can be.

If you haven’t done so, you owe it to your top-line to give LinkedIn a try. It requires little technical skill and a smidgen of time in the beginning to set it up.

The B2B food-chain starts with Who Knows You.

Join the “club” now and start getting recommendations posted on your profile like I have (www.linkedin.com/in/johnfox).

*Hymowitz, Carol. “Recent News Events.” The Wall Street Journal 27 Aug. 2007. 27 Aug. 2007 <http://online.wsj.com/article/SB118816604822709168.html>

Posted on August 29, 2007 by

John Fox in 4-Keeping, Upselling Your Customers, -Details & In-depth Reviews |

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Newsletters - Tangible and High-Pass Along Value

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CompanyNewsletters.com Inc.
18593 Jasper Way
Lakeville Minnesota 55044-9681
(952) 892-6943
www.companynewsletters.com

Here’s a great find for you. Dave Kandler has built his company into a real powerhouse in the niche of newsletter outsourcing. They literally run the whole show for you. Whew! What a relief to know someone’s there to take it off your hands!

Posted on June 14, 2007 by

John Fox in 4-Keeping, Upselling Your Customers |

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Product Packaging - Creating A Brand Experience Into Customer's Office

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Uline
2200 South Lakeside Dr.
Waukegan Illinois 60085
(800) 295-5510
Fax: (800) 295-5571
www.uline.com

Placon Corporation
6096 McKee Road
Madison Wisconsin 53719
(800) 541-1535
Fax: (608) 271-3162
package@placon.com
www.placon.com