Survival Strategies for the Great Digital Content Race
Picture the scene: You’re at the starting line of a 1890s land-run back in the American West. Packed around you are hundreds, perhaps even thousands of other prospectors just waiting … Continue reading
10 Strategies to Fix Your Trade Show Problems
You may have heard me say it before: I don’t care much for corporate participation at trade shows and congresses. Trade shows generate doubtful (or at best marginal) returns and … Continue reading
The Most Important Question You Can Ask
So much business focus these days seems to be on WHAT to make, WHERE to sell it and to WHOM. This is standard operating procedure for many businesses. After countless … Continue reading
7 Reasons Why Trade Shows Don’t Work Anymore
Trade shows are fast becoming an antiquated and outdated form of classical, outbound marketing. I’ve never hidden my disdain for them and so I wanted to at least share some … Continue reading
Why International Business is Different
Doing business internationally is one of life’s great joys and challenges. It is immensely enriching but it is neither for the faint of heart nor for those who are by … Continue reading
How Much is Too Much Spending?
In marketing as in life, there is a natural tendency to get greedy and think that more is always better. It often seems that anything worth doing, is often worth … Continue reading
Writing is the “New” Marketing Skill
It is easy to think that the business world today runs almost exclusively on spreadsheets, e-mails and PowerPoint presentations. The business memo has faded away from most organizations and even … Continue reading
5 Marketing Trends to Make You More Successful
Every new season is chock full of top 10 lists and prognostications about what the future holds. I must confess that I have read a fair share of these and wanted … Continue reading
The Product-less New Product Launch Event
Puzzled by the title? Bear with me a bit. In an article by Neil Rackham (author of SPIN selling) entitled “Why Bad Things Happen to Good Products,” the author makes … Continue reading
The Marketer as Challenger
Much has been made of the Challenger Sales Model. First published just over a year ago, the book and Authors (Matthew Dixon and Brent Adamson) defied conventional wisdom that the … Continue reading
Customer Insight Gathering: 25 Prospecting Questions
In many organizations, Sales and Marketing are partnering to reframe the conversations field personnel are having with B2B customers. The days of classic F&B selling are over and are being … Continue reading
A Coach for Moi?
The last decade has seen the emergence of a relatively new and growing profession, namely the personal or career coach. The range and quality of services they provide as well … Continue reading
Five Must-Haves for Successful Marketers
I’ve spent the past 15 years working in various Marketing roles. From small firms to massive industry juggernauts, from upstream product Marketing to downstream sales and business development, I’ve had … Continue reading
The Perils of E-mail
The last 20 years have seen the meteoric rise of e-mail in the workplace. It now occupies such a central role in our daily lives that one has to wonder … Continue reading
The Decline of the Marketing Empire
There is a sobering image of Marketing’s perception within the corporation which is emerging. One that spells opportunity but also rings the death knell for traditional Marketing models and organizations. … Continue reading
3 Essential Inbound Marketing Skills
Over the years, the term Marketing has evolved into a catch all phrase that encompasses a wide range of activities ranging from product development, product management, brand management, market research, … Continue reading
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