}

Do Your People Quack Like Ducks or Soar Like Eagles?

I read a book on Servant Leadership co-written by Ken Blanchard, author of The One Minute Manager, and Colleen Barrett, CEO Emeritus of Southwest Airlines. In the book, Lead with LUV: A Different Way to Create Real Success, the co-authors use a great analogy for the style of customer service employees provide. There are ducks […]

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B2B Marketers: People Don’t Buy From Computers

Sometimes I hear several similar messages in a row and know I am meant to understand something at a new level. That was the case at the last Confab, the conference for consultants by consultants, where I took an optional workshop by Tom Drews on how to create compelling virtual presentations. In the workshop Tom […]

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What’s Wrong with Your B2B Web Site?

Have you spent money on your web site, search engine optimization (SEO), maybe even online pay per click (PPC) advertising to drive more traffic to your site? Are you getting more traffic, but no return on your investment in the form of sales revenue? How do you get web site visitors to convert to customers […]

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Does LinkedIn Make Your Phone Ring?

…Or your inbox fill with inquiries? It does for me. So, if I’m getting results, why do many business people still say, “I’m on LinkedIn – now what?” (As a matter of fact, so many asked this question, Jason Alba wrote the book with the same name.) So you’re on LinkedIn – now what? I […]

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Don’t Be a Victim of “Dirty Little Secrets of Search”

Ouch! Your search engine optimization (SEO) company, maybe despite claiming that their  tactics are above board (white hat tactics), tricked the system with black hat tactics that go against search engine guidelines. Maybe you didn’t know that you should ask the question, “What kind of tactics are you using to optimize my web site for  […]

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Plan For Marketing Success So You Don’t Crash and Burn

In ski racing, you’d never race a course that you hadn’t previewed if not studied before the race. Race courses are usually set up to include a few complex turns, such as gates that don’t require a turn or that are set against the fall line in a giant slalom, and hairpin and flushes set […]

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It’s Time To Turn Your Marketing Upside Down

Traditional marketing had the seller in charge. We crafted the messages, pushed them out to our buyers (if we were smart we did so in a targeted way), and hoped for results. We did direct mail, trade shows, spent a lot on advertising.  But wait! What did you say? We the sellers are no longer […]

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You Bought the Marketing Pitch – Are You Getting Results?

More business owners have come to me recently saying they bought the marketing or PR pitch, spent a lot of money, but didn’t get adequate results and return on their investment (ROI). What is it about the pitch that makes us want to buy? I think the pitch can feed our sense of importance. A […]

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B2B Marketers – It’s Time to Face Your Fear of Facebook

[this blog entry was revised by the author on November 8, 2011] Less than a year ago Facebook changed its privacy policies and clumsily lost the trust of some of its users – including those who wanted to establish a business presence on Facebook. The reaction was so intense I removed all mention of Facebook […]

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Stop Flushing Your Online Marketing Dollars Down the Toilet

What’s the point of spending money to drive traffic to your web site… …if you’re not getting a return on your investment? Several of our new B2B clients came to us with this very frustration. After years of hearing about the benefits of search engine optimization and/or pay per click advertising, business owners finally bit […]

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