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- Rate Your Marketing Team!
- The whole point of Marketing is to make selling easier. Unfortunately, many marketing groups think their job is to "drive" sales. As a result, they waste big bucks on nonsense and fluff. That increases the cost of sales, which inevitably results in...
- Blog posts 2008-05-14
- Bad Marketing Follows Bad Sales
- If you missed Geoffrey James' (aka "Sales Machine") lambasting of marketing folks in his recent entries "Let's Fix Marketing for Good" and "Marketing Vs. Sales," do yourself a favor and give them both a read. His criticisms are representative of many sales folks' frustrations with their marketing departments.There's no...
- Blog posts 2007-07-16
- How Can Product Managers Help Marketing?
- Whether you as a Product Manager report into Marketing, Development, or another group, you play a critical role in helping Marketing position and explain the product so that the message resonates with your product's prospects. The Marketing folks are the experts at taking an image of your software product and...
- White papers 2007-12-01
Additional Resources
- Sales is essential, Marketing is not.
- Marketing folk continue to throw brickbats at sales pros. The latest salvo came from BNET's new PR blogger Van Travis, whose post Bad Marketing Follows Bad Sales trots out the traditional complaints. According to Van, many if not most sales pros are: Uncommunicative. They "spend so much time...
- Blog posts 2007-07-19
- Why Marketing Wastes Money.
- Whenever I take Marketing to task for wasting money, marketing folk try to explain how fundamentally wrongheaded I am. For example, the blogger Jacqueline Barnett, in a comment to my post "Market Requirements = Garbage," complains: "[Marketing] is a strategic, complex function which defines performance and tactics for...
- Blog posts 2008-01-03
- Rate Your Marketing Team!
- Rate Your Marketing Team!Rate your marketing team.I sold for 25 years b4 taking over marketing. Low cost and effective don't necessarily go together. Today's best leads are generated via personalized promotions such as PURL's, email and direct mail. They aren't inexpensive but they do get results at...
- Discussion threads 2008-05-15
- Marketing versus Sales
- Well, well... I appear to have proverbially speaking stirred up a hornets nest by pointing out that Marketing has been wearing the Emperors new clothes. I guess Ill have to defend my position.First, though, I have to say something about Xerox, whose strategy a couple of comments defended. Consider:...
- Blog posts 2007-05-10
- Why Marketing Won't Listen
- Travis Van's "Catching Flack" blog post Bad Marketing Follows Bad Sales blames Sales for not doing a good enough job communicating with Marketing about the nature of the customer base and the characteristics of a qualified lead. While I understand his point, with all due respect, the problem isn't...
- Blog posts 2007-07-18
- Seth Godin Deconstructs Marketing BS
- Well, well, well. Once again, a relatively innocuous post about marketing ("How Branding Can Kill Your Profit") has twisted the shorts of a plethora of marketing folk. You'd think that nobody would bother to argue against the something as uncontroversial as the idea that marketing groups sometime...
- Blog posts 2009-01-30
- How Microsoft Marketing Screwed Us All.
- Have you heard about the storm worm? It's a particularly nasty computer virus that's been popping up all year in different forms. What's different about this virus is that it has a business model and is actually making money for the people who created it. And those...
- Blog posts 2007-12-21
- The Sales 2.0 Conference Post
- Today I'm trying something different. I’m at the Sales 2.0 conference in Boston and will be providing a "running update" of everything that happens here.  The conference sponsored by one of my publishers SellingPower tends to feature real-life customer stories about how they use technology. I'll be taking notes and...
- Blog posts 2009-05-21
- Market Requirements = Garbage.
- Last friday, I blogged about a marketing decision made at Microsoft about a decade ago. You may have thought that screed was a bit off-topic for this blog, but there was method in my madness. I wanted to illustrate an important point about the proper role of Marketing...
- Blog posts 2007-12-27
- That Blogger Thinks You're Stupid
- BNET "CEO Corner" blogger Steve Tobak thinks I've pulled one over on you. In his recent post "Marketing is Like Sex: Everybody Thinks They're Good at It," Tobak bemoans that when it comes to marketing, non-marketing folk feel entitled to endlessly kibbitz.  As...
- Blog posts 2008-12-10
- Should He Lie About Sales Experience?
- A reader writes: I like nothing more than strategy, messaging, and marketing. In this capacity I have done some great things over the years -- including some big-ticket sales along the way. Problem is, none of it took place as a quota-carrying member of...
- Blog posts 2008-07-14
- Product Marketing = Lost Sales.
- Product Marketing = Lost Sales.Great seriesGeoffrey,Your recent posts on the myth of "solutions" and the fact that companies want a "sales rep" to manage a business function for them not sell them a product are right on target. I am a veteran of twenty years of selling hardware, software, and...
- Discussion threads 2007-11-05
- World's Most Clueless Marketing Group?
- Regular readers of this blog know that I'm critical of marketing groups that don't pull their weight. I thought it would be interesting to share a recent, real-life experience that, for me, illustrates exactly how absurd some marketing organizations can get. First some background. As...
- Blog posts 2007-09-11
- Top 5 Insane Internal Sales Videos
- It’s Friday afternoon, so I'm posting five marketing-made music videos that feature mostly "internal" talent (i.e. sales and marketing folk) doing things that make you wonder: "what were they smokin'?" This type of video typically gets played at sales meetings and customer events. However, in the YouTube...
- Blog posts 2009-05-01
- 'Queer' merchandise spins onto the Web. (Marketing & Advertising).(Queer as Folk, Showtime Networks)(Brief Article)
- Introducing what's being touted as the first gay-themed merchandise centered around a television series, Showtime Networks Inc. last week unveiled the licensing strategy for Queer as Folk. In partnership with Los Angeles-based consumer-product Introducing what's being touted as the...
- Research articles 2002-05-27
- Product Marketing = Lost Sales.
- Over the last two weeks, I've been talking about Manager-to-Manager (M2M) sales in B2B environments, and how real decision-makers want you to be responsible for results and consequently have no interest in products, even if repackaged as "solutions." If I'm right about that -- and the research...
- Blog posts 2007-11-02
- The Death of Newspapers and Magazines
- If you're in the business of selling ads for printed periodicals, you need to find another job. Ditto if you're a marketing person whose career is built on creating ads and buying ads for such publications. Many magazines are operating at a loss and newspapers are...
- Blog posts 2009-03-26
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