Category Archives: Marketing

Brands, Branding and Marketing

The topic of Branding vs. Marketing a few weeks back generated a lot of discussion on LinkedIn groups (all very civil, thank you).  The discussions provided a lot of food for thought about brands, branding and marketing—the distinctions, intersections and overlaps.  I am thinking specifically about these subjects in terms of start-up companies. Let’s start […]

Never Give Up and Never Let Up

I am not a fan of sports as a metaphor for business, but the end of a football game I watched last Sunday was so compelling (actually, it was pretty unbelievable), I can’t resist using a sports theme just this one time. The game was the New Orleans Saints against the New England Patriots and […]

B2B Self-Education – Jumping the Buying Process

Following up on my last blog post about the trend of B2B buyers to self-educate rather than rely on suppliers’ salespeople for information, I saw two interesting statistics from the Corporate Executive Board (CEB) this week. The first is that B2B buyers, on average, are more than half way through (57% to be precise, according […]

Self-Education and Lengthening Sales Cycles in B2B

I have been following two interesting trends in the B2B world.  First is the lengthening sales cycle and the second is the increasing tendency of B2B buyers to self-educate, often not even talking to a sales person until late in the buying process. Let’s look at the lengthening sales cycle first.  According to a survey […]

The Value of a Brand

Being a brand geek, I was naturally drawn to the headline of a LinkedIn post by David Edelman, a McKinsey partner in the firm’s Digital Marketing Strategy practice. The title of the article was “What’s Your Brand Worth?”  and I found it intriguing because it is something every marketing executive (as well as CEOs, CFOs and others) […]

The Day-After-Labor-Day Syndrome

When I was the manager/director/vice president/head of marketing for B2B companies, the day after Labor Day was often a crazy day.  Why? I frequently had sales executives call because the year was two-thirds over and they had only one-third to one-half of their sales goal on the books.  The conversation went something like this: Sales […]

The Branding/Marketing Debate

In a LinkedIn discussion group last week, a person responding to my post about why nothing is easy in branding and marketing asked a question about branding being part of marketing. When I responded that it is actually the other way around (marketing is part of branding), he responded that a debate wouldn’t be helpful […]

3 Easy Steps to Avoid 3 Easy Steps

Every time I see a blog post, article or LinkedIn group discussion about three, five, seven or ten easy steps to branding or some aspect of marketing, I give a laugh or a grunt, depending on what type of day it has been.  As anyone who has responsibility for branding and marketing knows, there is […]

Don’t Build It Unless You Can Maintain It

I trimmed the wisteria covering the pergola over our patio for about an hour the other day.  I have to do this about every two weeks during the summer or the wisteria grows wild and starts invading the roof on the back of the house. I swear that if you stare at the plant long […]

Driving Force and the Impact on Marketing

Earlier in my career I was fortunate to work with Ben Tregoe, founder of the consulting firm Kepner-Tregoe, and the co-developer of the Driving Force® concept in strategy formulation. In its simplest form, a company’s Driving Force is its central focus and, as such, guides everything the company does from product development, to mergers and […]

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