Chris Campbell's Contact Details

Chris Campbell's Company Details

Logical Marketing is the only firm that has developed the marketing processes for "B to B" marketing, as differentiated from "B to C" marketing. "B to B" marketing has the responsibility of providing the programs and information that is sufficiently compelling and believable for the average salesperson to be able to cost effectively close the sale!Logical Marketing has refined and documented these processes so that they are consistently implementable and scalable. Some of the principles that have been developed include:* The value proposition structure for "B to B" businesses which is very different than the value proposition stucture for "B to C"* Concurrent Marketing which provides the processes for enabling Marketing to design marketing programs that the average salesperson can use for closing, just as Concurrent Engineering provided the processes for Engineering to design for manufacturability* Establishing the principles for building the "Marketing and Sales Factory" for producing revenue, which tackles the issues of scalability, linking the varying resources of Marketing and Sales as the firm ramps for increasing sales growth.* Segmenting the sales channels [which is not based on the legal relationship of VAR/distributor/etc.]. Imagine the impact on Marketing effectiveness if we didn't segment the market. Not segmenting the sales channels has a similar impact^ Consutative Marketing, which parallels the role of Consultative Selling