Case Study: Is the Problem Marketing or the Marketer?

The Phone Call… “Am I going crazy?” Having just answered the phone, I had no idea who was calling and asking such a question of me. I responded with a courteous, but cautious chuckle saying, “Well…I think I’ll need a little more to go on. With whom am I speaking?” She paused, told me who it was, […]

Marketing Benchmarks: Has marketing missed the mark?

What makes a great Marketer? The best marketers are thought-leaders. Not only are they acutely aware of the drivers of their results, but they have a deep understanding of consumer behaviors and point the organization forward to be prepared for trends and shifts in their behavior. They love [useful] metrics, as this guides their efforts […]

Everybody Wants Change, Nobody Wants TO Change

In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.