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Category Archives : Blog


Dollar Cost B2B Marketing

Posted February 9th by Ed Trachier

Dollar Cost Averaging is defined as an investment strategy which "reduces the risk of incurring a substantial loss resulting from investing (an) entire 'lump sum'" by "dividing the total sum to be invested in the market into equal amounts put into the market at regular intervals." (Wikipedia)  In essence, the technique works in markets undergoing temporary… Continue reading

Superbowl Winning B2B Marketing

Posted February 1st by Ed Trachier

Before Jimmy Johnson was a football commentator, he was a football coach; a pretty good one, too. Jimmy led the Dallas Cowboys to two consecutive Superbowl wins, and he built the team that won its third in four years during the 90’s.  He was well respected, if not all that well liked. Part of the… Continue reading

Docurated names OnTaget Partners top sales management blog

Posted November 10th by Ed Trachier

OnTarget was recently named one of the top blogs for sales management by Docurated.  We are very proud of this accomplishment!  -Ed http://www.docurated.com/all-things-productivity/top-50-sales-management-blogs/ Managing a sales force of any size is never a simple endeavor. Whether your sales reps are in-house, in-the-field, all within the same 100-mile radius, or spanning several continents, your job as… Continue reading

Jim Valvano and B2B Marketing

Posted May 1st by Ed Trachier

By: Ed Trachier – March 1, 2014 I was talking to one of my best clients yesterday, and she reminded me of something I learned many years ago, but had not really thought about in quite some time: People buy due to emotion. We are a hurried society, receiving many, many pitches daily. Sometimes, we don't even… Continue reading

Lead Nurturing in B2B

Posted September 24th by Ed Trachier

By: Ed Trachier – September 24, 2013 Lead nurturing in B2B marketing‚ is important. It’s always great to get a referral, phone call or email with an inquiry from a qualified prospect, and a few days/weeks/months later have a signed agreement¢â‚¬” but it doesn't always happen that way. In many instances, a lead isn’t converted into a client… Continue reading

The Importance of Mapping Accounts in B2B

Posted September 17th by Ed Trachier

Every B2B‚ marketer and salesperson has the requirement of mapping their accounts.‚  By mapping accounts, we understand the decision makers, champions, and influencers that can motivate and purchase from us. Account mapping allows the clear delineation of the “who” in the purchasing decision:‚  “Who is involved in making things happen with regard to the solution I… Continue reading

The Difference Between Market Research and Marketing Research

Posted July 8th by Ed Trachier

Have you ever thought about the difference between Market Research and Marketing Research? Although these two terms are often used interchangeably, they have differing meanings. Market research deals specifically with the gathering of information about a market's size and trends. Marketing research covers a wider range of activities. While it may involve market research, marketing… Continue reading

Posted in CEO Marketing

CEO Marketing

Posted April 24th by Ed Trachier

By: Ed Trachier – April 24, 2013 Marketing to the top is not easy. CEO marketing requires unrelenting patience and tenacity. It also forces marketers to be at the top of their game at all times, understanding that powerful executives expect nothing less and often demand more. I have been in the CEO marketing business for over… Continue reading

Focused Marketing

Posted April 5th by Ed Trachier

I am frequently asked, when engaging with a new client, about my advice in running proactive marketing campaigns.‚  I have been in the marketing industry for going on 20 years now, and I have run thousands of marketing campaigns and projects with my clients. I think the best advice I can give is this: Focus.… Continue reading

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