Tag Archives: marketing

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 […]

3D Printing and Marketing

I’ve been researching 3D printing for a client and have started thinking about how this technology will impact branding and marketing.  3D printing is the ability to create actual products and parts using machines in our homes and businesses.  The machines have a head that lays down successive layers of material (usually a polymer) to […]

Nothing Draws a Crowd Like a Crowd

We were visiting friends at their beach house in Delaware last weekend and on Saturday night we went to the games and amusement area at Rehoboth Beach.  While watching our son and our friends’ children playing various games, I saw the “nothing draws a crowd like a crowd” phenomenon in action. If a game was […]

5-Whys for Marketing

The 5-Whys is a tool that helps you get to the root cause of a problem.  It was created by the founder of Toyota Motor Corporation and has been used heavily in manufacturing operations for decades. The premise of 5-Whys is that by asking the question “why” after each explanation of a problem by the […]

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