Information Grants Power to the Informed Buyer

Over the past few days, I have been presenting questions to reflect upon during your 2015 strategic planning.  My final question concerning the informed buyer (AKA Buyer 2.0), wraps up this series. Q4: How are your sales and marketing teams … Continued

Connecting CRMs to Customer Insights

In my last blog “2015 Starts Now,” I discussed two information related questions to consider as part of your 2015 planning.  My third question concerning CRM connectors deserved a standalone blog. Q3: Is your CRM treated as a strategic repository … Continued

2015 Starts Now

We just marked the autumnal equinox (or vernal for Avention’s Australian clients) when the days become shorter than the nights. If you haven’t started your 2015 planning yet, 2015 starts now.  You only have a short planning window before end … Continued

10 Ways to Differentiate Your Customer Service

Providing superior levels of customer service is a critical differentiator for any organization that wants to build great client relationships, have improved retention rates and identify new business opportunities. No matter what role, company or industry you work in, providing … Continued

Marketing Lessons from Weird Al

Back in July, an odd thing happened – music parodist Weird Al Yankovic was at the top of the charts.  Except for a brief period a few years ago when my son discovered Weird Al’s Green Day spoof, “Canadian Idiot,” … Continued

What Google Forgot to Build

In yesterday’s blog, “Google Hints at a Better Way to Build Lists,” I discussed the limitations of taxonomic searching for industries.  Available since the 1930s, SIC and later NAICS codes were long the best way to build industry lists, identify company … Continued

Google Hints at a Better Way to Build Lists

The development of taxonomies as a classification system began in the mid-eighteenth century by Swedish botanist Carl Linnaeus.  His binomial nomenclature for organisms is still used today by homo sapiens and his approach to classification has been extended into other … Continued

Tools Versus Solutions

When looking to solve a problem, it is important to distinguish between tools and solutions.  A tool does one or two things very well, but is limited in its scope.  Tool developers often are younger companies looking to solve a … Continued

Honing Your Message

My daughter, who is interning this summer in our local Congresswomen’s office, came across a typical work frustration of new employees in the knowledge economy – the battle between the perfect and good enough.  In college, the goal is to … Continued

Why is Good Enough Good Enough?

Economists have long recognized that rational actors often take a good enough approach to decision making which results in sub-optimal choices.  Instead of collecting all the data, carefully reviewing it, and then making a decision; people collect some of the … Continued

Is Hope a Sales Strategy After All?

What is the most important thing in sales? In tribute to the World Cup, repeat after me: I… I Believe…. I Believe that….. I Believe that I will close this SALE! I Believe that I will close this SALE! I … Continued