Sales and marketing teams, left to their own devices, do not speak the same language. They think they do, but they don’t. Sales teams speak the language of prospects, appointments, commitments, and closed deals. Marketing teams speak the language of exposure, brand awareness, impressions, and reach. Language conditions the way people think, act, and make decisions. It shapes the way people view the world, sometimes in ways that are subtle. It’s for this reason that two people can have a …read more
Marketing and Sales: Can’t We All Just Get Along?
Are You Treating Millennials Like Baby Boomers?
Every marketer knows the drill. People born in different eras have different values. You may think that you already took generational demographics into account when creating your marketing plan. You used Facebook and Twitter. You created YouTube ads and made sure they were less than 30 seconds long. You used 50% post-consumer recycled packaging materials. You made sure to use Millennial language; you even threw in an emoticon and the phrase “LOL.” Shouldn’t that have covered all of the bases? …read more
Groupon: The Daily Deals Dilemma
Groupon, like Living Social and other “daily deals” businesses, has built a revenue stream through deep discounting. Vendors typically offer 50% discounts to drive fast revenue. The model is simple: sign up for an e-mail list and get announcements when businesses in your city offer great deals. Groupon promises no risk and guaranteed customers, an enticing proposition for small businesses with limited cash.read more
The Media Owes You Nothing
Like it or not, nothing boosts business like a little publicity. Despite the swirl of information about how social media has changed business, social media doesn’t seem to quell the need for good old fashion publicity. Many of my clients understand that submitting a concept to the media does not mean it will be picked up. But every once in a while, a client will get annoyed when he/she sees a competitor being featured or quoted in a news story …read more
What’s Your Reputation Worth?
For several years, we were “that” house in the neighborhood. “That” house is the house where neighborhood kids congregate on the porch. Kids you don’t know show up bumped, bruised and bleeding looking for a kind word and a first aid kit. “That” house is the house where neighbors show up with dog on lease, key in hand, a feeding schedule and a sticky note of emergency phone numbers in case something happened to the dog, the house or both. …read more