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And some still wonder why most marketing sucks

In 1972 Irving Janis, a psychologist, coined the term groupthink to describe how groups of people can make bad or irrational decisions. In a groupthink situation, each member of the group attempts to conform his or her opinions to what...

Billing for your time is like clubbing your next meal

What if business consultants were paid more to solve problems in less time? In other words, what if business consultants were paid less each day that passed without a solution being implemented? I bet there would be less studies and...

Contact us, if you can find us

I visited three websites this morning with no contact information beyond a web form. All were companies supporting ecommerce. Incredible! How do you trust a company that doesn’t give you a telephone number, physical address, and a name of a...

10 tips to improve your B2B and B2G direct mail campaigns

Borrowing words from Potter Stewart and applying them to junk mail, it’s often hard to define, but I know it when I see it. So do you. Junk mail is worthless, often gimmicky, riddled with hype, pushy in its call...

Copy Review: The most cost effective and timely way to improve underperforming copy

A few years ago I launched a copy review service — an experiment of sorts. I never promoted it much, but many people purchased it. For reasons I can’t explain, I took the link to the service down a couple...

How positioning was used to close a $3.5M sale and create a $44M business

Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...

Five things your prospect wants to know before they will purchase from you

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Churn can kill a business

When I think about the number of services and subscriptions I’ve cancelled or failed to renew over the years, my first thought is how unnecessary it should have been. In the overwhelming number of cases, the company I severed relationship...

A share-all, tell-all report on the most successful B2B Lead Generation Campaign I’ve ever been part of

Learn Exactly How a One Page Letter and a #10 Envelope Created Sales-Ready Leads and Face-to-Face Meetings with Senior Executives in the Public and Private Sector – 75% of the Time! Here is a free 53-page report where you’ll learn...

The purpose of SEO is to be found by the people you want to find you

Researching background and resource information for a client project, I read a number of articles on the purpose of SEO. Those articles led to this post. Article after article I read stated the purpose of SEO is to raise ranking for targeted keywords and phrases. That’s true, but not the important part...