2012 Demand Generation Discount Marketing 
The Pipeline
MARCH 6, 2012
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Demand Generation.
The Pipeline
NOVEMBER 11, 2011
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Demand Generation. When Sales Met Marketing. December 2011.
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The Pipeline
JULY 18, 2011
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought.
The Pipeline
JULY 15, 2011
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Business Acumen , Guest Post , Marketing , Proactive , Sales 2.0 , Sales Tip , Selling , execution. Discounting works on the Internet, too – but be careful. Discounting price also discounts value.
The Pipeline
JANUARY 13, 2012
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. If you spend the last week or 10 day of a quarter “closing”, limiting or skipping all other aspects of the cycle, what will you close 10 weeks after the quarter: Discounted deals. Demand Generation. August 2011.
The ROI Guy
JANUARY 15, 2013
Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. It’s not on Enablement.
The Pipeline
MAY 13, 2011
RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. However, I have some other recommendations: Have you read all the marketing blogosphere stuff on buyer personas?
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