The New Sales Funnel

Here’s a nice blog post by ascendixre who talks about my recent presentation at the Dallas Digital Marketing Summit from December 2014. Great to see people taking content from these conferences and applying them to their jobs.

Square Peg Round Hole

Here’s a tough question to ask yourself: Are you the right “fit” for your company?

If the answer is yes, my guess is that you’re probably pretty happy at your job. But, if the answer is “not sure” or “no”, you’re probably very unhappy, even if you work for a great company.

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Benefits of a Bad Boss

The Office

In my career, I’ve been pretty lucky to have had some great bosses.  Bosses who have really mentored me and help be grow.

But, like most people, I’ve also had a few bad ones.  It’s really tough to have a bad boss.  It just makes it hard to walk into work every day.

But, when I look back at my bad boss experiences, I have to admit that I learned a lot.  To be honest, I probably learned more lessons from my bad bosses than the good ones.

You see, the value of having a bad boss is that they teach you what NOT to do when it comes to managing your employees. Sometimes, knowing what not to do is almost as valuable as knowing what to do.

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B2B vs. B2C is like PC vs. Mac

Is B2B a PC or a Mac?

I hear a lot of talk in marketing circles about B2C vs. B2B.  In a nutshell, here’s how I’d describe how each side views the other:

What B2B thinks about B2C:

“B2C marketers think they are the “cool kids” at the prom.  But, the reality is they just spend tons of money and never show any results.  Where’s the ROI?”

B2C thinks about B2B:

“B2B? Boring-to-Boring.  I mean, how many original whitepapers can you really produce without losing your mind.  There are tons of great B2C brands but no great B2B brands.”

For me, it’s kind of a silly debate.  I mean, we’re all marketers.  The real difference is what product or category you work in.  Not who you’re targeting.

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Bruce live at Aaron's Ampitheater in Atlanta on April 26, 2014.

Bruce live at Aaron’s Ampitheater in Atlanta on April 26, 2014.

One of universal truths is that it’s easier to grow your business organically with existing customers than to constantly acquire new customers. Everyone seems to know this. But most companies still spend the majority of their time and resources generating new business.

When I used to work in the advertising world, we called new business, “the lifeblood of the agency”. Working on existing client accounts was considered boring. It was all about the thrill of the pitch.  That’s where the best talent and the best thinking was focused.

But, the reality is that it’s easier and cheaper to get more business from your current customers than to constantly chase new customers.

In a recent team meeting, I stressed the importance of customer retention and creating “raving fans”.  To illustrate my point, I played my team a segment from the movie Springsteen & I. It’s a great documentary that’s all about the special connection between Bruce Springstreen and his fans. You can watch the trailer below.

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