When Sales and Marketing Don’t Mix, Part 2

Since it’s part two of the story, I’ll share two examples of ineffective sales strategy.
And even though I say “sales” in these cases, if you take a good, long look it’s clearly marketing that shares the blame. As a marketer, you have to align with and win over the sales team, and implement a [...]

When Sales and Marketing Don’t Mix — Part 1

I know what you’re thinking. You’re simultaneously saying “They never mix” and thinking of all the things those annoying sales people down the hall have done to you, from using outdated materials to sending customers letters and emails wrought with incorrect grammar and off-brand language. I mean, the notion that sales and marketing [...]

A Letter to Marketing Professors

Dear Business School Marketing Professors–
First of all, I want to thank you again for all the kids you keep sending my way. So don’t take my letter out of context — I appreciate our relationship, and your work and dedication to education is what keeps me going every day.
It’s probably been a little while [...]

Where’s Your Value Proposition?

If you work for a B2B company (hell, any company that sells stuff), and you’re busy selling or marketing 2009 initiatives, please stop right now and look for your value proposition in your messaging.
Believe it or not, it’s not the customers reponsibility to do you a favor and do business with you. You need [...]