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Insight for Industrial and Capital Equipment Industries

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Warming Up the Cold Call with Data Insights

Dan Salerno / Director of Sales | June 12, 2013
Companies that know how to leverage data and cull insight from it are warming up the cold call. In fact, for them, the cold call no longer exists.
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Warming Up the Cold Call with Data Insights

Separating Good Data Sources from Bad

Mauricio Jurin / Director of Sales | May 1, 2013
The right list is often cited as the key to direct marketing success. But can you tell good data sources from bad? Whether you are looking for new customers, measuring market share or mining competitive intelligence, it all starts with the source.
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Separating Good Data Sources from Bad

How to Build Market Share Strategically

Dan Salerno / Director of Sales | March 27, 2013
The path to increasing market share doesn’t have to be risky or expensive if you’re smart and strategic about it. Here’s how to build market share strategically using market intelligence.
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How to Build Market Share Strategically

Making Sense of Big Data, Part II: Sourcing, Synthesizing - and Creating Success

Rob Norris / VP Sales and Marketing | March 18, 2013
We’ve introduced the grand paradox of Big Data: How do we use it to make things easier for our customer? On the one hand, they’re overwhelmed with messages, information, and then messages derived from information. On the other hand, they’ve become accustomed to more detail (read: more data) about nearly everything. How can we impress them without overwhelming them?
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Making Sense of Big Data - Part II

Increase Your Parts & Service Potential with Proactive, Data-Driven Marketing

Andy Wilhelm / Sr. Product Manager | March 6, 2013
Parts and service are typically among the most profitable departments in a dealership. However, when it comes to sales and marketing, they are often treated like the neglected stepchildren of new machine sales. With little marketing to support parts and service, many customers are unaware of the service and support dealers offer. Factory trained technicians as well as reliable new and refurbished parts, are usually the strong points of a dealer.
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Increase Your Parts & Service Potential with Proactive, Data-Driven Marketing

Competitive Intelligence: What Every Equipment Dealer Needs to Know

Andy Wilhelm / Sr. Product Manager | February 7, 2013
Competitive intelligence helps equipment dealers determine the reality of their stance in the marketplace. Guesswork or biases are minimized when information about products, prospects, customers, markets and competitors is identified and shared. Such information supports strategic decisions and allows dealers to move ahead with confidence. Here’s what every equipment dealer needs to know.
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Competitive Intelligence

Evolving Expectations of Data and EDA Online

Bill Ault / President | December 14, 2012
The challenge is — and always has been — how to derive meaningful benefits from that data.
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Evolving Expectations of Data and EDA Online

Data Sources Explained, Compared — and Combined

Mauricio Jurin / Director of Sales | September 26, 2012
This is the information era. Data is everywhere and it's readily available and easily obtainable. Good data often comes from a number of sources, compiled and combined for your specific needs. Understanding what's available is step one in putting this intelligence to work for you and your business.
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Data Sources Explained, Compared — and Combined

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