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Is vision planning a waste of time?

I’m not sure what I think about visions and vision planning. I understand the necessity and value of being clear in what you think, determining were you plan to go, and being thoughtful in how you plan to get there....

The origin of the quote and its relation to today’s sales and marketing environment

A few days ago I asked a question about whether or not this quote is applicable to today’s B2B sales and marketing environment: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained...

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...