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...

Taking a Byline to the Bottom Line

Congratulations, you just got a story written about your company in a prestigious publication. Just don’t assume anyone that matters is actually going to read it. Not in the actual magazine, anyway. While many important people may see it, I never make this...

Analyzing the Analysts

“Have you ever wondered who is whispering in the ears of your customers? Who has their confidence? Who is influencing their decisions?” Those are the questions posed by Bill Hopkins, founder and CEO of the Knowledge Capital Group, at the start of his new...

Thought Leadership: A Simple Formula

In research for my upcoming book on thought leadership, I recognized just how personal the issue has become. While companies now want to be recognized for their insights and perspectives, the term “thought leadership” is perhaps most commonly used in press...

Stories and Scenarios

Best-selling books are a key factor in the world of thought leadership. After all, you never know when your CEO is going to pick up a good book in the airport and have what I like to call an “airplane epiphany.” The success of a book, however, often is...