The Fatal Joke

Some B2B marketers have a bad habit of getting  very interested in a single medium or channel. It may be trade shows, or email — or even blogs, webcasts or podcasts.  They become enamored of the cool new  medium of the week and start to obsess...

The New Conversationalists

What do you want to talk about? That’s the question we all should want to have answered because, as they say, “markets are conversations.” So if you want to get attention and drive growth, you better be an exceptional conversationalist. Just ask Lois...

The Incredible Shrinking Print Media

When I received my most recent copy of Information Week I realized something was terribly amiss. The economy has been steadily growing for several years now. And yet, the size of this tech media stalwart continues to shrink. It would be reasonable to expect —...

Aspect Software Delivers the Proof

 Aspect Software, a provider of contact center solutions, has rolled out a new thought leadership campaign that I consider very impressive. The campaign, which caught my attention in the Wall Street Journal Online, gets in our face and says, “Prove to Your...

When Content & Communications Collide

Do you have what it takes to generate demand in our exceedingly loud, attention-starved era? You may be very good at creating marketing content for lead gen purposes. You might have a “resources” section on your web site loaded with white papers, case...

Managing Customer Messages

It may come as a surprise, but the biggest source of conflict between sales and marketing may not be a perceived lack of qualified leads. Rather, Tim Riestererer and Diane Emo, principals with the CMM Group,  found in a recent survey of sales people that their biggest...

ROI: The Rest of the Story

Numbers don’t sell themselves. While some people think ROI projections and calculations can dazzle a prospective client, it’s really the story around the ROI that incites action. Decision-making is a pretty irrational process when you get right down to it....

Demystifying the Complex Sale

Can’t we all just get along? Sales and Marketing, I mean. The problem is they just don’t understand each other -– and it’s a problem that few companies have truly solved. Sales is a black box to marketers and marketing is a black box to sales people. So how do we get...