Blog

So-called interruption marketing

An early morning conversation led to me think of this post. The point of that post is worth reminding us all — the problem with the problem with old calling is there is no problem. For all the talk against so-called interruption...

Too good to be true? It probably is. That’s the problem and opportunity.

I just received in the mail another offer that looks great! Maybe too great. That’s the problem, it’s too good be true. Where’s the small print? I know there’s a catch in here somewhere. Why do I feel this way? Am I jaded? Remember...

Is this quote applicable to today’s B2B sales and marketing environment?

I read something this morning I’d like to share with you: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained negotiators, who demand satisfaction, and who litigate their disappointments. I...

I’ve been pre-selected for a Gold credit card. Sadly, you probably have too.

You’ve been pre-selected to receive a Gold credit card! That’s what the envelope and letterhead says.  No caveats, except for a tiny cross sign after the words pre-selected.  Looking lower in the text, the tiny cross sign says to see the...

Small Business Branding or Putting The Cart Before The Horse

A recent conversation with a prospective customer (PC) PC: We need help building our brand. Our brand really needs developing. Me: How is your business today? How many new clients did you pick-up last month? PC: None. Me: How about the last three months?...

3 calls to action you must have at the end of your lead generation white paper

In a recent post I asked the question whether or not you should ask for registration before downloading a white paper used in a lead generation campaign.  I recommended not asking for registration and instead focus on offering something of great value...

Longevity is not a benefit, it’s merely a fact

Reading a local publication earlier this morning, I noticed a couple real estate ads printed next to each other. Both ads read the same — name, rank and serial number. And both ads offered the same reason to call the...

Should you have to register to download a white paper?

I just clicked on a link to download a white paper on salesforce trends — it required registration. I closed the tab. I don’t want the report enough to take the time to fill-out the registration form. And I don’t...

Why marketers and copywriters should embrace multivariate testing

Every direct response marketer and copywriter knows testing is the secret to success in any marketing and sales campaign. As professionals, we can leverage our experience and reason why a campaign should be successful, but until we execute the campaign,...

More new clients or more repeat business?

There are only three ways a business can make more money – get more new customers, increase the value of the average sale, and increase the rate and volume of repeat business. Of the three, two have to do with...