Category Archives: management


It’s one thing to create a marketing strategy based on an understanding of your customer personas and touchpoints, an informed media mix, and constant optimization based on feedback and data. It’s another thing entirely to execute on that. Many marketing teams start off with the best of intentions but get distracted along the way by […]

Capitalists who are afraid of competition

Question to W.C. Fields during a poker game, “Is this a game of chance?” Response from Fields, “Not the way that I play it.” Imagine for a moment how history would have been different if… Horse and buggy companies had successfully lobbied against those noisy, polluting new automobiles Movie companies had lobbied against television, and […]

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 […]

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 […]

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 […]

How to beat your team’s sales quota, part one: Hiring the best people

This is the first part in a series on managing sales to beat the team’s quota. The other posts are on onboarding new reps, setting the quota, culture, managing and coaching, and aligning sales and marketing. Depending on the study that you see, 40-50 percent of B2B salespeople aren’t meeting quota. (These numbers will vary considerably […]

Yo! Man up! All companies, not just the NFL, need to embrace diversity

Michael Sam, the Southeastern Conference Defensive Player of the Year, came out on Sunday. If he plays professionally, he will be the first openly gay player in the NFL. Sports Illustrated interviewed 8 NFL executives anonymously on what they thought this announcement would do to his draft prospects. They were uniformly pessimistic, saying that they […]

Google Week, Day 5: The Google corporate culture that makes it all possible

This is the conclusion of my five-day series on Google. Previously I’ve looked at Google’s #1 position in search and search advertising, display advertising, mobile search and advertising, video ads, YouTube, and its rising presence in social media (YouTube is both a video and a social media site), and analytics. In an industry that is […]