There are so few opportunities for redemption in the cold, hard world of B2B selling. Deals are big, cycles are long, memories are longer. But just as tennis offers a second serve, sales offers the get-out-of-suckiness-free card in the form of the follow-up . Last week we met some lazy, ill-equipped and dangerously eager sales people […]
Six Ways to Not Suck at Selling Things to Me
Did I send some message into the universe that attracts bad sales people? Is there a rehab centre nearby for under-performers? Have suppliers everywhere been forced to hire chipmunks and voles instead of real Sales Squirrels? I’m in a new role these days, one that spends more than the old role. Plus I’ve been pretty […]
A Tale of Two Transit Ads
What the heck is happening to transit advertising? I used to be able to kill a ten-minute subway ride by reading the ads. They were never particularly good, but they amused. Lately, I have to fend off the “experiential” marketers and their 20 second facials. Or bypass the freshly-wrapped turnstiles, ticket booths and slow- moving […]
Why Marketing Needs to Find the Church Key
I met a guy named Dan on the plane the other day. He was on his way home from something his company calls ThinkFest. He had a laser tag trophy, a book about teamwork and a two-day pile of unread email to show for his trip. “I used to hate some of my coworkers,” he […]
Campaign Falling Flat? Replace Attitude with Altitude
This ad has been running in my local paper lately. It speaks of a Secret place with golf balls, attractive people who eat outside and race cars. I would like to go to this place. Oh look, it’s the Central Counties! The what? I’ve never heard of the Central Counties. That must be why it’s […]
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