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Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

Increasing your sales & marketing IQ

Consumed => “Idea Watch: How We Sell and Why We Buy with Dan McGinn and Scott Berinato” by Sarah Green on HBR.

http://blogs.hbr.org/ideacast/2010/11/idea-watch-how-we-sell-and-why.html

Left a comment…

It seems to me that give the level of success of the $5 foot long promotion, Subway had the right idea but just weren’t thorough enough in thinking it through. For example, they could have used the old stand by, “…for a limited time…”. They then could have just changed what sub (or two) fell under that offer every week or two. Eventually, the promotion could have been phased out, evolved, or just ended (i.e., limited time had been realized).

The other alternative would have been not to tie to promo to a particular format (i.e., a foot long). Going forward they could have just downsized or in some way adjusted what they offered for $5 as the economic conditions changed.

Naturally, they could have also combined both of these strategies.

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