Does Your Marketing Produce Accolades or Action?

MCI was a powerful company in the 1990s. And while MCI was known for producing very cool advertising – unfortunately, the business results never seemed to match the messaging “creativity.” This is just one example – how about the many $1 million plus Super Bowl ads that have produced a lot of attention but virtually no […]

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How Marketing Can Double the Effectiveness of Your Sales Force

I was talking to a former colleague yesterday and she made the claim that as a marketer, she had no control over the sales process and little or any impact on revenue. Regardless of whether this is true at her particular company, B2B marketers should (and do) have substantial impact on sales revenue.  In fact, there […]

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How to “Engineer” a Marketing Fiasco

Here’s the all-too-common scenario: A team of highly skilled engineers rolls out a product that passes beta and actually starts to get some traction (usually through networking with people they already know). Encouraged by their first few orders, the company promotes those engineers or product developers to fill the marketing and sales roles. Who better to […]

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The Pros and Cons of B2B Marketing Outsourcing

As a CEO or business owner, you have some tough decisions to make about your marketing and sales operations.  Traditionally, this has involved hiring one or more marketing personnel, and paying them a salary (sometimes with a bonus) as your in-house marketing department. I worked in this model for two decades, earlier as a marketing […]

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