What I Learned About Content Creation From Roy G. Biv
A children’s mnemonic device to remember the colors of the rainbow, or light refracted through a prism, or the palette of visible […]
The Power of Personalization
The Power of Personalization We all know that personalization has been a mantra within the B2C space for quite some time now. […]
What I Learned About Marketing From Jim Thorpe
James Francis Thorpe was an Olympic gold medalist who was known as the greatest, most versatile athlete in the world. His life, […]
What I Learned About Marketing From Dion, Studs Terkel, Saint Augustine, and Michelle Obama
Here are three words associated with this unusual experience of working from home (or living at work). Isolation, stress, ambiguity. They are […]
What I Learned About Making a Point from Winston Churchill
How do you communicate a benefit-rich idea and have the other party listen to you, think about it, and take the recommended […]
The Center of the Universe for B2B Prospecting
Every champion of a product or service believes in their heart that their target is the CEO. They need to find a […]
Finding Your Compelling Competitive Differentiation in B2B
What is it that really distinguishes you, that separates you from the bunch, that makes your prospects sit up and take notice, […]
A/B Test Nirvana and the Death of Marketing Strategy
In the past few years "buyer personas" have become a standard marketing tool or concept. Unfortunately for many, they have become another "box to check" on the ever-growing list of things marketers must do... often without much to show for the effort. So... are personas a real asset to marketers or just another faux marketing fad?
How a Real Persona Made a Real Difference
In the past few years "buyer personas" have become a standard marketing tool or concept. Unfortunately for many, they have become another "box to check" on the ever-growing list of things marketers must do... often without much to show for the effort. So... are personas a real asset to marketers or just another faux marketing fad?
Better prospect intelligence: What B2B Marketers Can Learn from Blind Men
In My Face A colleague recently asked, “With all the data available to us now, what role, if any, does qualitative research […]
4 Steps to Get Real Marketing Impact From Your Personas
The Persona at the End of the Line Like most marketers, you’ve got “personas” on your “to do” list. You can’t be […]
Listen – Here are 6 Ways to Gain a B2B Prospecting Edge
While conducting Net Promoter Score (NPS) research for a b2b technology client we asked the president of an operating division of a large multinational the following, “you gave our client the highest NPS score, what is the greatest benefit you get from them?” The answer, “our salesman”.