Monthly Archives: April 2014

Are many CEOs out of touch with what’s happening on the ground in their companies?

You don’t need a very large organization for the CEO to be several levels removed from the people who have day-to-day interactions with customers, and with those customers. And even in small companies the CEO and other senior executives may be hearing the good news that people think they want to hear, not the sometimes […]

What to do if your market is too small for statistically significant testing

This post originally appeared on the MITX blog. In this era of data and analytics, consumer marketers are really lucky: they are selling to markets so large that they can constantly be testing and optimizing their physical and digital marketing. Whether you’re American Express, Amazon, Pottery Barn or whoever, unless you’re a consumer marketer in […]

Interview with Scott Brinker: The new role of a chief marketing technologist

This interview also appeared on the IDG Connect Marketer blog. I recently talked with Scott Brinker, the co-founder and CTO of ion interactive. He is a thought leader in the area of marketing technology, blogging at and speaking at many conferences. His Marketing Technology Landscape Supergraphic, which he put out in January of this […]

How to beat your team’s sales quota, part five: Aligning Sales and Marketing

This is the final piece in our five-part series on beating your team sales quota. Earlier posts are on hiring new sales reps, onboarding the reps, setting the quota, and culture, managing and coaching. Joint work between Sales and Marketing is key to growing sales and exceeding quota. According to a study by Demand Metric, 68% of […]

J’accuse: Some SEO services providers are fraudsters

I’ve run a digital marketing agency for a dozen years where we built websites and consulted with clients on SEO – producing some great improvements in search traffic for many clients in the process — and I’ve sold digital marketing services for two other leading, reputable agencies. So I’m very familiar with the whole world […]

The value of a sales and marketing audit

A sales and marketing audit, one of the services that revenue + associates provides, supplies a company with insights into the strengths, weaknesses, opportunities and threats of its sales and marketing strategy and operations. It can be a valuable first step in a company increasing revenues and profits through measurable improvements in its sales and […]

Addressing the 21st Century marketing landscape: an interview with Jeanne Hopkins

I recently talked with Jeanne Hopkins, Senior Vice President and Chief Marketing Officer at Continuum. Jeanne has previously served as EVP and CMO at SmartBear Software, VP of Marketing at HubSpot, and in other marketing leadership roles. She has been named one of the most influential people in sales lead management by the Sales Lead […]

Are there bad company names, or just poor products and services?

What’s in a name? That which we call a rose By any other name would smell as sweet – Shakespeare’s Juliet In the recent CBS special commemorating the 50th anniversary of The Beatles first performing in the U.S. on The Ed Sullivan show, Paul McCartney told David Letterman that originally girls in England didn’t like the […]