Remember the days when you purchased a product or service and the company actually stood behind its wares? Well, looks like those days are waning. Unless, of course, you buy the product insurance! Now, there’s a great money-making rip-off.
It seems like more and more retail outlets are getting wi…
Continue reading "Whatever Happened to Standing Behind Your Products and Services?"I’ve been driving past this billboard for months now, and every time I see it, there is a visceral negative reaction in my marketing gut.
Exit Realty is Growing: So what? What’s in it for me?
If your company is growing in some form or another, surely that makes you happy. However, how does boa…
Continue reading "So What?"To compete effectively, professional firms need to ensure that marketing and sales are integrated into every function. But there are two big barriers getting in their way: how firms are structured and their existing culture, including the way they define the scope of marketing and sales.
Figuring …
Continue reading "Discover Your Firm’s Marketing Barriers"It always seems that marketing metrics is a fertile topic to discuss and write about but after reading a few recent Forrester research reports I think they really helped me to crystallize how I am going to be tracking metrics going forward but they also gave me a sense of what importance I should…
Continue reading "Marketing Metrics: Rethinking Them… Again!"Does sales really care about leads? Maybe not.
If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as lead nurturing and lead scoring can help generate pipeline and revenue, by framing the discussion a…
Continue reading "What Does Sales Really Think About Marketing?"Nothing focuses the sales force on sales like a quota. But what does a CEO use to focus Marketing? Can Marketing really begin to source leads for Sales? And how can you really optimize the relationship between Sales and Marketing?
This podcast is the first in a series we’ve set up along with B2B m…
Continue reading "Sales is from Mars and Marketing is from Venus: A CEO’s Perspective"Ram Charan may not (yet) be a household name in business, but he’s not far from it. Consider him, “the man behind the man.” He’s advised iconic leaders like Jack Welch and countless other CEOs from Fortune 500 companies for the past couple of decades. Ram’s guidance tends to be well respected, so I…
Continue reading "Ram Charan Turns to Sales: Is Marketing Next?"In my youth, in the days before we males were rescued and transformed by feminism, it was popular among us boys to say the following about women: “You can’t live with them, and you can’t live without them.” The same can be said about proposals. Whether we work for the (Wo)Man or ourselves, proposals…
Continue reading "The Dirty Little Secret about Proposals"