What is the Best Way to Break the Ice? A Networking Tip

“What are your top opening lines when you first meet someone at a biz event i.e., a speaker lunch (particularly if you are not a confident networker)?” was asked on Focus.com. I like to think introductions as warming or melting the ice rather than breaking it. Networking and meeting new people can be daunting and uncomfortable. We can feel like we are under the scrutiny of the microscope. … [Read more...]

Are You Selling to Phantom Buyers?

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing looks like. Marketers view internet analytics and see which … [Read more...]

Are We McSelling & McMarketing?

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint. Henry Ford’s assembly line that delivered affordable quality automobiles in high quantities was brilliant! McDonald’s assembly line … [Read more...]

Cave Paintings & Content Marketing

My friend David Brock nearly busted his gut laughing when I said, "Heck, we were doing content marketing thirty years ago. It was called print and direct mail." He wasn't laughing at me, he was laughing with me, because things have not changed as much as some people would have us believe. Then David said, "You need to write this post." In 1982, we had a sales and marketing automation system … [Read more...]

Are We Cannibalizing Our Customers?

John drove to the country to visit his friend Bill who fled the city to live the farming life. While taking the tour, John noticed Bill's pet pig has only three legs and asks, "Bill, why does your pig have only three legs?" Flustered, Bill whispered, "Don't talk about his leg, you'll hurt his feelings. He's an amazing pig. When my wife was trapped in root cellar and suffocating, he dug under … [Read more...]