The provocative blog on persuasion and marketing
Posted in Persuasion, Sales on Apr 24th, 2009
Marketing gimmicks are the pornography of marketing: hard to define, but you know them when you see them. Learn why they can hurt your efforts and what you should be doing instead of generating gimmicks.
Posted in Persuasion, Sales, Web on Mar 16th, 2009
I envy the statistical information available to baseball managers. Elias Sports Bureau provides major league teams with clean and consistent data for every single pitch: who’s pitching, who’s hitting, pitch thrown, inning, count, temperature and much more.
Not so with marketing analytics statistics. The main limitation Web marketers face today is that the analysis data set [...]
Posted in Persuasion, Sales, Web on Mar 5th, 2009
Virtually everyone can agree that customer references are critical tools for B2B sales efforts. In my career I’ve headed up numerous reference programs, interviewed a number of heroes at customer sites and written a lot of success stories. The sales team could never get enough customer stories.
Did these programs drive sales results? Yes. Were they [...]
Posted in Persuasion, Sales on Feb 24th, 2009
Conversion rate is the one of the most critical macro-level statistics and trends monitored by Web marketers. Simply put, conversion rate is the relationship between two easily measured quantities:
Tools like Webtrends, Omniture and Google Analytics simplify the collection and calculation of raw Web traffic and conversion rate. Investment decisions on lead generation campaigns and programs [...]
Posted in Ideas, Observations, Persuasion on Feb 13th, 2009
Cognitive and biological science has demonstrated that our animal instincts replace human reasoning in the face of mortal threats. When individual survival is at stake, Charles Darwin trumps Adam Smith.
Instincts are powerful. They are put into practice without training or thought. But they aren’t always “right.” Those of us who’ve lived a little know that [...]
| S | M | T | W | T | F | S |
|---|---|---|---|---|---|---|
| « Dec | ||||||
| 1 | 2 | 3 | 4 | |||
| 5 | 6 | 7 | 8 | 9 | 10 | 11 |
| 12 | 13 | 14 | 15 | 16 | 17 | 18 |
| 19 | 20 | 21 | 22 | 23 | 24 | 25 |
| 26 | 27 | 28 | 29 | 30 | ||
