Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]

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Old School vs. New School

Flying to Philadelphia this past week I am struck by how often marketeers interrupt my day.  The tray tables have ads, the flight magazine is almost all advertisements, and now I have to listen to the flight attendant tell me about the great opportunity I have to get a $100 annual fee credit card if […]

More Points from Wednesday’s Effective Demand Gen Webex

Based on some of the follow up questions I received following Wednesday’s Webex on Effective Demand Generation I thought it might be helpful to add these points: 0. Don’t let the irritated, over-worked executive frustrate you or stifle your marketing plans… 1. Marketing, while considered to be very artsy, is very scientific.  Learn what motivates […]

Habit 2 Thinking – Seminars and Lunch & Learns

Continuing on with Habit 2 thinking, how does this apply with events and seminars? When I conduct Data@Risk seminars, I am presenting educational material to business leaders, helping them establish better business practices that will better serve their customers and protect their company’s intellectual capital.  This has value in and of itself, but it does […]

Presenting with the “End in Mind”

If you’ve read Stephen Covey’s classic on life management, Seven Habits of Highly Successful People, you may remember habit 2, Beginning with the End In Mind.  This is key to any great sales call, marketing event, or other demand generation activity.  Having done many executive luncheons, one of my clients’ first questions is always, how […]

2010 Key Sound Bites for Selling

They all say they’ve got it covered…no one does!  Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]

Profit Program Workshop Reflections

Having just completed another Profit Program Workshop in the mid-atlantic – some thoughts… Market Strategy – what is it you are marketing?  Look at your collateral, your website, your events, webinars…is there a focus or are you just putting stuff out there?  Focus!  Focus on who you are targeting (your buyer), focus using media they’ll […]

Marketing in Miami

We just finished up an exceptional customer facing event in Miami…In Seth Godin’s book, Permission Marketing, he explains what effective marketing is; the different between interruption marketing and permission marketing.  You can’t effectively mass market solutions and consulting services using interruption or typical marketing strategies.  Instead you must gain permission through things like education, providing […]