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Estimated read time: 5 Minutes This post ran original on The Drum on September 30th it can be viewed by clicking here Thank you Covid, we just broke the record for poor performance. According to Hubspot, the response rate to emails fell to a record low of 2.1% in...
How AI Personality Profiling is Uncovering 3 Drivers of Poor Campaign Performance
Estimated read time: 5 Minutes This post ran original on The Drum on September 30th it can be viewed by clicking here Thank you Covid, we just broke...
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3 Mind Benders from Fortune’s Brainstorm Tech Conference
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Everything We Thought We Knew About B2B Marketing is Wrong
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Why Do People Run?
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Numero UNO: gyro B2B Agency of the Year
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How Marketing Impacts Sales Performance
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Twenty-five years ago, I was a snot-nosed kid out of college who suddenly decided that law school was not in the future. With a recession on, and...
Microsoft Kinects with Audience…Finally
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5 Reasons Why Pinterest is a Must of Business Marketers
Pinterest is likely to be the hottest social media platform for business marketers—next year. Despite the hype and the record-breaking growth rates,...
Apple’s Biggest Innovation – The Swipe?
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Could Advertising Pay for Your Child’s College Education?
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How the 2012 Election is Driving Mobile Marketing Innovation
The 2012 Presidential election will be the most expensive in history. According to the New York Times the candidates will raise and spend over $1...
Social CRM – Who Gets Credit for Closing the Deal?
Originally posted on August 11, 2010 Social Relationship Management and Social CRM are terms that are now being thrown around for new technology...
One Man’s Quest for a Social Media ROI
Everybody knows – or thinks they know intuitively – that social elements add value to marketing. The question is how? Like anything in business, it...
The Death of Big Data?
Big data is about to get bigger. Deliotte predicts that by the end of 2012 more than 90 percent of the Fortune 500 will likely have at least some...
B2B Marketers Take Their Seat at the Table
In 2004, I was part of research project with a professor at the Kellogg School of Management and the CMO Council that sought to understand what...
The Top 10 Laziest Sales Tactics
Original post date August 27, 2010 The amount of "lameness" on the part of some sales people (and some marketers) has now come to a point that I...
Social Media and the Upside Down Funnel
Original post date May 2010, the post was recognized as one of the best post on Social Media for 2010. As with most new technologies, social media...
Inside The Ritz-Calrton Customer Experience Model
Original post date July 29, 2010 Ritz-Carlton has long been know and recognized for its ability to delight customers. Although I’ve used them...
Data Driven Insight
Original post date December 15, 2010 Last month I had the chance to be a panelist at a forum hosted by Wolfgang Jank and the Robert H. Smith School...
Selecting and Enabling Channel Partnerships
Original post date November 22, 2010 On Wednesday November 17th, I attended the Corporate Executive Board's Enterprise Council on Small Business...
The Missing Social Platform
Original post date February 17, 2011 On the flight to LA the other day I read an article about Evan Williams, founder of Twitter and Blogger.com. ...
The 5 Questions to Ask to Create a Compelling Value Proposition
Original post date July 16, 2009 I’m about to share with you the secret formula for; 1) creating a rock solid, compelling value proposition (for...
How Social Media is Changing our “Work” Behavior
Original post date June 11, 2009 In 1962, Thomas Kuhn wrote The Structure of Scientific Revolution, and fathered, defined and popularized the...
The Price/Value Equation and the $1 Razor
Original post date April 1, 2009 A few weeks ago, my wife and I got a chance to get away for the weekend. On our way to the hotel I realized that I...
The Social Manifesto
Original post date December 6, 2010 I’m on the plane returning from Munich, Germany, and I’m having a "Jerry McQuire" moment. Today’s Financial...
Why Sales Channels and Marketing Campaigns Fail
Original post date March 24, 2009 In August 1999, Selling Power magazine ran an article featuring our firm and the work we’ve done helping clients,...
Can The Fancy Fulfill the Dreams of Pinners
This post appears today on MediaPost's Online Media Daily Fancy (www.thefancy.com) is being totted as the next “Pinterest.” Now having passed a...
How a CMO’s Background and Experience Impacts Tenure and Hiring
My inbox is full of resumes of good marketers that I’ve been fortunate to come to know or work with over the years. Solid people, with great...
Customer Engagement and the MINI-Cooper
Original post date January 27, 2011 Owners of the MINI-Cooper have long been known to be one of the most fanatical and loyal of all call...
10 Things You Need to Know about Selling to Business Owners
Large companies have long recognized the opportunity to address the needs of small business (26 million firms <99 FTE’s). Over the years,...
Unclogging the Pipeline
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5 Steps for Getting the Most Out of Sales & Marketing Data
Original post date March 6, 2009 Tell me if you’ve seen this movie before. After spending months debating about the right type of segmentation to...
Will Companies be able to Create a Trend?
Original post date February 5, 2009 What if you could create a trend that could make your product “THE” hot product? Think it’s impossible? Maybe...
What a Girl Scout Can Teach Us About Selling
Original post date January 12, 2009 Last week I had the pleasure…to my surprise…of hearing my 6th grader work the phone selling Girl Scout cookies....
The Myth of the “Foot in the Door”
Given our average deal size we used to think we needed to have a scaled down offer to get a foot in the door. Once in, we could then grow the...
Making the Transformation to Vertical Alignment
On my flight home the other night I sat beside a woman who headed a line of business at an Environmental Waste compnay. She mentioned how they...
Direct Marketing Done Right
Original post date November 3, 2008 Click on the image above. Now this is how you market in a down economy. Over the past year I’ve focused on the...
How Process Can Impact the Customer Experience
Pick up any book on Customer Service and the first tip on how to improve or provide a good customer service experience is to “listen to the...
