Seven Things You Can Do (or Not Do) to Increase Marketing Success

One of the good things about being a B2B marketing practitioner for so long is the perspective it gives me on what works and doesn’t. Following are some seemingly random yet important strategies to increase productivity and reduce disappointment. These tips are a blend of marketing success tips and personal productivity ideas that will keep you […]

Read More

How CEOs Can Improve the Value of Sales and Marketing Efforts

CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this year and beyond. Yet while no successful leader submerges him or herself in the nuts and bolts, you must have a dashboard, even an informal one, for guiding your team, asking the right questions and […]

Read More

Actions Trump Ideas in B2B Marketing and Sales

In his seminal book, Managing Oneself, my favorite business management guru/consultant Peter Drucker made the following observation: “For example, a planner may find that his beautiful plans fail because he does not follow through on them. Like so many brilliant people, he believes that ideas move mountains. But bulldozers move mountains; ideas show where the […]

Read More

Are You a Dirt Road or Superhighway Marketer?

Companies have different objectives, work styles and temperaments. Unfortunately, what is needed to achieve marketing success often contradicts what the organization is willing or able to produce from a marketing standpoint.  Here are the five barriers that keep companies stuck on the marketing dirt road and keep them off the fast lane: Barrier 1: Fear […]

Read More

Disturbing Marketing Trends

I just read an interesting article by Dillon Baker published in The Content Strategist.  It’s titled 13 Stats That Should Terrify CMOs . These trends should not only terrify CMOs, but also CEOs, CFOs and CSOs.  In fact, anyone with a “C” as the first letter of their title should be concerned.  You can read […]

Read More

Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

 There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers). Create desire within these prospects to purchase your product or service. Remove all barriers to the purchase process. Many B2B and B2C companies do a good job at the first two objectives. They know where to find prospects, or better yet, they help prospects […]

Read More

Obsession with “Listening to Customers” Can Lead You Astray

How often have you heard that the secret to good marketing is to thoroughly understand everything you can about your customers: who they are, their demographics, attitudes, habits, etc. However, this belief, like so much of conventional wisdom, may not be entirely accurate. In fact, a relentless focus on knowledge about customers may even be […]

Read More