Marketing Intelligence – The Synaxis Blog

It’s tempting to try to research your way into a strategy. But, as Andrea Fishman points out in a ClickZ article, research can be misleading. Unlike Andrea, I don’t think this is a problem with poor research. I think it’s a problem with all research. And the solution is not to get better at research. Instead, I suggest we try something else.

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Most B2B companies want to increase their revenue. And most of them do it by increasing sales effort. This can take the form of adding staff or increasing advertising. The question is whether this is the best approach.
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John Moore points us to a ‘net frenzy on Sprint’s dropping their 1000 worst customers. The particulars of the Sprint case aside, I wonder if every business should adopt the same approach.
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