Customer Needs Approach Dominates Over Product Attributes in Marketing Services

Posted on April 19, 2005 by Chief Marketer Staff

A marketing strategy that focuses on customer needs rather than product attributes has become the dominate method of selling marketing services, according to a new study released by the consulting firm Winterberry Group, based in New York.

Seventy-eight percent of marketing services firms have responded to customer demand by adopting a team sales approach that combines the resources of multiple sales professionals to assess client needs and provide effective solutions.

Another trend has been to provide tailored service packages, rather than off-the-shelf products.

The study found the influence of client procurement departments has grown tremendously and has led to increased price pressure and longer and more complex sales cycles.

Essence Ventures EVP of Experiential on Festival Engagement, Activations and Best Practices

July 27, 2024 by Rachel Boucher - Event Marketing

Trends in Evaluating and Measuring Brand Reputation

July 27, 2024 by Chief Marketer Staff - Brand Reputation

How Brands Can Build Trust and Loyalty Through Customer Engagement

July 27, 2024 by Raja Walia - customer engagement

Topo Chico’s Marketing Director Talks Summer Airstream Partnership and Activations

July 27, 2024 by Kaylee Hultgren - Consumer Contests

6 Elements of Compelling Video Content on TikTok

July 21, 2024 by Kaylee Hultgren - Social Media Marketing

Why GenAI Isn’t Just About Creating Marketing Content

July 21, 2024 by Runki Goswami - AI

How to Make an Impactful B2B Product Video

July 21, 2024 by Brian Bekins - Product Marketing

Brands on Fire: GoGo Squeez CMO on Marketing to a Young Adult Demographic

July 21, 2024 by Kaylee Hultgren - advertising

From CMO Revolving Door to Lasting Impact: Achieving Sales-Marketing Alignment

July 14, 2024 by Lindy Jones, Gabrielle Keiser and Natalie Canavati - ABM

ADT Marketing Part 2: EVP & CMO DeLu Jackson on Customer Experience, Insights and Attribution

July 14, 2024 by Kaylee Hultgren - Consumer Insights

Beyond Efficiency: How to Scale an In-House Agency for Maximum Impact

July 9, 2024 by Clive Sirkin - agencies

Ally Financial Teams Up With Fortnite to Highlight Women’s Golf Sponsorship

June 30, 2024 by Anthony Vargas - Esports and Gaming

Marketers on Fire: ADT CMO on the Brand’s Go-To-Market Transformation

June 30, 2024 by Kaylee Hultgren - CMO Insights

5 Marketing Measurements to Evaluate and Sharpen B2B Brand Messaging

June 30, 2024 by Karsten Burgstahler - B2B Branding

4 Steps to Optimize Personalized Journeys for Gen Z B2B Buyers

June 29, 2024 by Georgia Harris - ABM

Navigating the Resurgence of Contextual Targeting: Ensuring Brand Safety and Relevance

June 23, 2024 by Monica Bellflower - Brand Reputation

Email Campaigns: Trends and Solutions in Automated Healthcare Marketing

June 23, 2024 by Erik Michal - Email Marketing

Brands on Fire: Meta’s Head of Experiential & Creative, Global Experiences, on ‘Reels Cinema’ at Cannes Lions

June 23, 2024 by Kaylee Hultgren - Cannes Lions

Marketers on Fire: Jerri DeVard, CEO and Founder of the Black Executive CMO Alliance (BECA)

June 16, 2024 by Kaylee Hultgren - CMO Insights

3 Ways to Create Personalized Customer Experiences on a Budget

June 16, 2024 by Boobesh Ramadurai - AI in Marketing

5 Principles Every Modern Marketer Should Prioritize Right Now

June 16, 2024 by Bryan Law - CMO Insights

The Marketing Value of Hiring Creators Full-Time: 3 Considerations

June 16, 2024 by Scott Sutton - Creator-Led Marketing

Brands on Fire: United Soccer League CMO on Community-First Storytelling

June 9, 2024 by Kaylee Hultgren - Community Building

Pinterest Consumer Marketing VP on Coachella Debut

June 9, 2024 by Kait Shea - Coachella

NEXT PREV

Chief Marketer Videos

January 30, 2024 by Chief Marketer Staff

In our latest Marketers on Fire LinkedIn Live, Anywhere Real Estate CMO Esther-Mireya Tejeda discusses consumer targeting strategies, the evolution of the CMO role and advice for aspiring C-suite marketers.