B-to-B Cataloging: Four Ways to Coordinate Marketing and Outbound Sales
Too often, outbound sales staff is left in the dark and has to scramble to get product information. So hold a product introduction meeting to educate the team. It builds excitement and primes sales — and the new product — for success.
4. Sales-channel tension. Who is generating the sale? Direct mail or outbound sales? The outbound telemarketing sales side claims its selling skills generate the sales and the catalog is just a tool. With the recent increase in postal rates, inevitably the debate will reignite, sparked by the temptation to cut back on mailing quantity and frequency.
- People:
- George Hague
- XYZ
- Places:
- Mission, Kan.
A columnist for Retail Online Integration, George founded HAGUEdirect, a marketing agency. Previously he was a member of the Shawnee Mission, Kan.-based consulting and creative agency J. Schmid & Assoc. He has more than 10 years of experience in circulation, advertising, consulting and financial strategy in the catalog/retail industry. George's expertise includes circulation strategy, mailing execution, response analysis and financial planning. Before joining J. Schmid, George worked as catalog marketing director at Dynamic Resource Group, where he was responsible for marketing and merchandising for the Annie's Attic Needlecraft catalog, the Clotilde Sewing Notions catalog, the House of White Birches Quilter's catalog and three book clubs. George also worked on corporate acquisitions.
