Should Marketing Automation Customers be Pre-Qualified?
For decades, the ONLY way to produce any type of printed material – ranging from sales & marketing brochures, to annual reports and...
Why Companies Give Up On Content Marketing
“Because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions: marketing and...
Managing Brand Strategy…When Your Name is on the Front Door
Any business founder / owner whose surname serves as their company’s brand name has a unique challenge. If (s)he’s built a successful...
Marketing Lesson from Ian McTavish: 7th Generation Scottish Bagpipe Maker
On a trip to Scotland in the 1980s, from my rented car on a road outside of Glasgow, I spotted a crude hand-painted sign nailed to a tree...
First Aid for Media Burn
Regardless of how well a company communicates with the press, it stands a good chance of being "burned" on occasion. From minor misquote...
Making B2B Buyer Shortlists: Is Your Firm Even in the Game?
For most B2B companies, there's no way to predict when a prospect will purchase their product or engage their services. Sales cycle...
How to Sell to Companies that are Out of Your League
The most enduring injustice in the world of B2B marketing is that, very often, a firm with strong brand perceptions will be selected over...
Your Marketing Content: Is it Fake News?
The marketing profession has a reputation for sometimes using less than reliable market research to promote a point of view. And this...
The Power of Unsolicited Pitch Letters
Over the past 20 years, most of my firm’s new business has been generated by unsolicited pitch letters sent to targeted prospects. These...
3.5 Reasons to Skip Industry Awards
For certain industries, such as financial services, that aggregate performance-related data – for example, in annual “league tables”...
