Generating Opportunities, Slaying Sacred Cows

Inbound Marketing: Retards Growth and Turns Marketing Folks into Zombies

I’m getting tired of battling marketing departments over their irrational devotion to Inbound (and Content) Marketing. It seems that marketing folks can’t help but fall violently in love with these concepts, rendering them useless to the rest of the organization. Here’s my beef. I know, from personal experience, that the content marketing thing works, in […]

Case Studies, Generating Opportunities

The wonder of webinars (our stats revealed)

I love webinars and, increasingly, our clients are learning to love them too! In this post I’ll share some of our experiences with webinars over the last 7 months and show you why we’re so enthusiastic about them. The results In a previous post, I told you how we build our list (generate new relationships).  […]

Managing Opportunities

Why there’s a silent ‘$’ in ‘Relationship: and why the integrity of your sales process depends upon it!

We have disbelievers in our midst! Among our loyal flock of AdVerb subscribers there are those who profess to embrace our principles but who flout at least one of them conspicuously. I’m referring to those executives who claim to be Relationship-centric Marketing aficionados but who, nonetheless, invest their scarce promotional dollars in golf days, boxes […]

Generating Opportunities

The importance of ‘getting religion’

How to develop an ideology-based business marketing strategy. So you think you’re going to publish a newsletter? Hey, that’s not a bad idea! If you make it an e-mail newsletter — like the one you’re reading now — it’s a particularly cost effective exercise. Your distribution costs are nil. Your publishing costs are equivalent only […]

Slaying Sacred Cows

Go ahead. Compete on price!

A message for those business people who insist on competing on price: go ahead! That’s right. If you have a cost advantage, flaunt it. Cut your prices, build marketshare, consolidate that cost advantage and annihilate your competitors. So what’s the catch? Well, to successfully compete on price, you need to be able to manufacture, market […]