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Marketing & Marketing Automation

Enhance the digital experience from cold -> close
Friday, 15 Oct, 2010
Enhance the digital experience from cold -> close

In our new digital world, the field of marketing automation attempts to manage the buying experience starting from the ‘beginning’ of the buying process. But indeed, relative to the full set of issues buyers must consider, marketing automation enters in no earlier than 70% of the way into the decision making.
Indeed, they are omitting the human side […]

Marketing Leads: based on faulty assumptions?
Friday, 8 Oct, 2010
Marketing Leads: based on faulty assumptions?

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that […]

Content Marketing: is it helping you buy me?
Monday, 4 Oct, 2010
Content Marketing: is it helping you buy me?

‘Turn prospects into buyers with content marketing.’ ‘Create opt-in permission to deliver content through email using the…

Marketing: what, exactly, is it now?
Friday, 1 Oct, 2010
Marketing: what, exactly, is it now?

I had breakfast earlier in the week in New York with marketing wiz Neil Glassman. He’s one smart guy. We spoke about the interplay between sales and marketing, and he had some ideas about marketing that made me curious, annoyed, and excited. I’m going discuss some ideas I had as a result of our conversation […]

The new relationship between sales and marketing: it’s harder for the sales folks
Monday, 27 Sep, 2010
The new relationship between sales and marketing: it’s harder for the sales folks

Historically, sellers have been the one touching the buyer as marketers developed the brand awareness and hopefully brought buyers in – to be aware of the brand and trust it (or have some sort of mental relationship with it).
Marketing has never been hands-on the way that sellers were when they made cold calls or went to client sites […]

Lead Gen isn’t enough
Friday, 26 Mar, 2010
Lead Gen isn’t enough

Do you spend a lot of time collecting names that might be prospects?
Do you spend a lot of money learning how to follow prospects on line, so you can guess where they are in the decision making process?
Has all of this activity substantially increased your ROI?
What you’re forgetting – or ignoring – is that no matter […]