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 [...]

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 [...]

Recently, I’ve been bombarded with negative, mean attacks by one specific ‘fan’ we’ll call A who is on one of my social networking sites. He began relating by being very sexual in his comments to me – quite embarrassing on so many levels: on my Facebook wall that was public…

At the recent ProductCamp in Austin, I heard a well-respected researcher make the following comment: ‘Techies will never understand customers.’  That’s quite a statement. And it’s false.
I used to run a tech company. We employed 48 techies, so I guess I can qualify as knowing a bit how they think. As they begain doing their work as [...]

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 [...]

You do all the right things: you drive business to your site; you capture data and follow visitors around your site via a digital footprint; you know who has been looking at your site and what their interest are; you have folks who attend your webinars and buy your white papers.
We have fabulous technology these days. [...]