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Q. How can I succeed when my competition is bribing customers?

A. In many years of consulting with different organizations, I’ve never seen this. It is an easy way to explain lost sales  and maybe it happens on some level somewhere but any reputable company that has been around for some time is very unlikely to be doing this.  If you’re not winning contracts or getting sales, dig harder and find the real problem with your marketing efforts. (Check out our Marketing Scorecard)


Q. How can I find out how much my competition is charging?

A. A few years ago we worked with a company who thought the competition was low-balling so they kept reducing their prices. So much so that they became known as the ‘low-value provider’ and losing clients to competitors who charged more. They restructured their products and their pricing (higher!) which resulted in increased sales.

Q. What’s the difference between marketing and sales?

A. Recently, a LinkedIn discussion group posed this question and over 2,500 people responded - so you are not alone in asking this question.

Marketing is the correct term for everything that has to do with revenue generation. The subsets of this include product management, market communications, channels, distribution and sales. This is often broken down further based on each situation. Marketing is where strategy and planning reside. Sales, a subset of Marketing, is the tactical customer engagement process that physically connects you to your customers.

Another misused term is Market Communications, or Marcom. It is often confused with Marketing when in fact it focuses on a small part of the effort – awareness, lead generation, sales support. So whenever you hear someone use the term marketing, ask them if they mean Marketing or market communications.

Hope that helps!