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AM: I-Sales weighs in on Telogy 'engineers & managers' list

To:     "ad-market" <ad-market@netpreneur.org>
Subject:     AM: I-Sales weighs in on Telogy 'engineers & managers' list
From:     "Mitch Arnowitz" <marnowitz@morino.org>
Date:     Thu, 26 Mar 1998 20:04:31 -0500

Folks-

With Brian's permission, I recently submitted his original 
'engineers & managers' post to a few key Internet 
discussion groups. I submitted to lists that either specialize 
in or are involved with (email) list marketing. 

One list I solicited was The Internet Sales Discussion 
List, I-Sales for short. As you know, John Audette's I-Sales 
list has become an authority and great self help vehicle for 
those currently using the net for business. I-Sales subscribe 
instructions are found at the bottom of this post.

Today's I-Sales digest (I-Sales is an open & moderated list 
distributed in digest format) includes several opinions on 
Brian's original post. As I get permission to re-post (from the 
original authors), I will pass along these opinions. Enclosed
you will find the 1st opinion.

I imagine Brian's post might wind its way through John's list
for several days. Global input, while perhaps abit outdated to 
our current conversation, should be a nice addition to this 
discussion. Remember that global input is one way, unless 
of course you post to John's list or individuals on the list. 

Brian's original post:

http://netpreneur.org/ad-marketing/oldarchives/msg00302.html


______________________________
Mitch Arnowitz 
mailto:marnowitz@morino.org



........................................................................
           Internet Sales Discussion List

  I  -  S - A - L - E - S    D - I - G - E - S - T

"Data -> Information -> Knowledge -> Wisdom"
........................................................................
List Moderator:                         Supported by:
John Audette       Multimedia Marketing Group
ja@mmgco.com         http://www.mmgco.com
........................................................................
March 25, 1998                          Digest # 638
........................................................................


	"E-Pub Targeting"
		~ John Rodrigues

++++ next post - new topic ++++
From: JohnR999@aol.com
Subject: E-Pub Targeting

I will finally leave lurkdom with this response, by first noting
that I spent about fifteen years as a VP of Sales/Marketing selling
technical software to engineers and their management.  I do not
believe that two separate lists are necessary, but the sell to both
groups is entirely different.  Engineers get excited about great
features/technology and will want to buy based upon them.

However, they generally do not have the ability (or desire, in some
cases) to extrapolate the business benefits to their superiors, who
will not necessarily understand the elegance of the features and
what it can do for their bottomline.  My companies were successful
when we could get the engineers excited about the technology and
then walk them through an ROI for their management.  Management
really wants to hear their own engineers explain the ROI, for
reasons of credibility and buy-in.  I believe that this approach
would be better accomplished with a single email list that walks
both groups through the feature/benefit analysis together.  This
way, there is less chance of a disconnect between the two groups
during the sales process.

JR

John Rodrigues
JohnR999@aol.com

-------------------------------------------------------------------
The I-Sales Digest is edited by:
John Audette, Your Striving Moderator.

And published by:
AudetteMedia
http://www.audettemedia.com

John also moderates the LinkExchange Digest,
with over 65,000 subscribers. Info at:
    http://www.ledigest.com

Subscribe by sending a message to:
    mailto:join-i-sales@gs2.revnet.com

----------------  End of Internet-Sales Digest --------------------






Replies
AM: RE: I-Sales weighs in on Telogy 'engineers & managers' list, David J. Simonetti

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