I think I think I can

“Interview: Jonah Lehrer – Indecisions, Indecisions, Indecisions” by Joshua Weinberger and Jessica Tsai (CRM Magazine, February 2010). Lehrer’s latest book, “How We Decide” explores the more scientific side of decision making (read: making purchases). It seems that we are probably a bit more complex than most sales and marketing formulas give use credit for. That […]

Seven strategies you need to unforget

“Keep Business Cooking” by Tony Conway, CMP (Sante Magazine, Holiday 2009). Too much to do? Too little time? While this quick refresher doesn’t look to cure your time management ills, Tony does lay down seven simply great ideas to help you regroup and recharge. There might not be much new here but that’s alright. Quite […]

Survey sez…

“Want to Know How to Market Better? Just Ask” by Eric Groves (The New York Enterprise Report, February 2010). First of all, kudos to Eric for fighting the good fight and making the right recommendation. That is, just ask (the customer). It often seems that too many “experts” are so self-absorbed with selling their one-size-fits-all […]

Reading between the wines

“Renovating the Wine List” by Marnie Old (Sante Magazine, Holiday 2009). Another great post in our “This doesn’t just apply to _______” series. As you read this one-pager, substitute your communications medium, be it print or web, in the spots Marnie says wine list. Also notice the fact that she mentions context. That is, wine […]

Looking at the world through empathy colored glasses

“The Three-Minute Rule” by Anthony Tjan (Harvard Business Review, 22 January 2010). Let’s look past the trying too hard title and focus on bottom line — context. Nearly everything from web design, ad design or a phone conversation, to buying a product or using service – exists within context. Furthermore, it’s crucial to keep in […]

Think big but communicate small

“O’Reilly Insights: The Importance Of What You Say” by Scott Berkun (Forbes.com, 15 December 2009). A friendly but necessary reminder in the vein of Chip Heath & Dan Heath’s “Made To Stick” (Random House). Of course the idea is important, but if it can’t be communicated such that others can understand it then it’s no […]

Common sense-anomics

“On My Mind: Measuring Good-Cause Effects” by Raymond Fisman (Forbes, 10 December 2009). As the holidays get closer and resolutions are being made for 2010, doing well by doing good is probably on quite a few to-do lists. If that sounds like you, then give Mr. Fisman a few minutes of your time, please. Now […]

They can hear you anywhere

Another buzz service that maybe you’re familiar with is Google Voice. In short, it’s a free phone number with it’s own outgoing message. No more using your personal number for business. Or maybe you just need a special (temporary) number for a special project. Skye, Yahoo! and others do provide free numbers but more often […]

Price and cost are not the same thing

“Furnishing Higher Profits – Business Intelligence: How Analyzing ERP Data Helped a Retailer to Get More Value from Suppliers” by Kim S. Nash (CIO.com, 28 October 2009). Today seems like a great day for KISS so let’s just get to the bottom line. BI (business intelligence) is great but even the less enabled don’t need […]

The Art of The Twitter

“How Twitter Is Revolutionizing Business (140 Characters at a Time)” by Jason Ankeny (Entrepreneur magazine, December 2009). Jason rounds up both a history lesson as well as bits on the current state of The Art of  The Twitter. Unfortunately, the Entrepreneur web site is not as current as the print version. Not to worry, just […]

Great relationships require trust

“The Cure for the Common Virus” by Jessica Tsai (DestinationCRM.com, October 2009). Wow! Yet another I-wish-I said-that article from Ms. Tsai — especially for those seeking to break their 20th century marketing habits. It’s a holiday week so you’re either quite busy or slowed down to enjoy the moment. Either way let’s skip the usual […]

Today’s word: relationships

“Developing Strong Work Relationships” by Kerry Patterson (BaselineMag.com, 13 November 2009).This one is as much about the who as it is about the what. “Kerry Patterson is the co-author of three best-sellers: Crucial Conversations, Crucial Confrontations and Influencer. He is also a speaker and consultant, and co-founder of VitalSmarts, which focuses on corporate training and […]

Stop selling (and find out what they’re buying)

“Rouse Your Silent Prospects” by Steve Bookbinder (New York Enterprise Report magazine, November 2009). Pardon the rush job but given this morning’s time constraints the focus will be to stick to the highlights. First, the sub-headline of this one is: How to craft emails and voice mails that will get a response. Pull quotes: There […]

Making it simple

“Looking at Life as One Big Subscription” by Damon Darlin (New York Times, 10 October 2009). Interesting, a concept that should be considered especially given how comfortable many people are with the idea of pay once for year round service.  There are certainly no shortage of instances where making multiple sales (i.e., three or four […]

Make it sticky

“Prototype: It’s Brand New, but Make It Sound Familiar” by Mary Tripas (New York Times, 3 October 2009). A classic lesson in, it’s not what you sell, it’s how you sell it. The key is empathy — as the sender you are responsible for packaging your ideas in a form that the receiver can consume, […]

Be careful what you wish to measure

“The Dangers of Bad Data” by Vik Torpunuri (CRM Magazine, 1 Oct 2009) “You Are What You Measure” by Lior Arussy (CRM Magazine, 1 Oct 2009) “Goals Gone Wild” by Stephanie Overby (CIO Magazine, 15 September 2009) No one will deny that setting goals and measuring progress are important. What’s even more important is setting […]

If your message falls on deaf ears/eyes, does it still make a sound?

“Prospect Research” by Waddy Thompson (The NonProfit Times, 15 September 2009). Please note: The link to Mr. Thompson’s article will actually take you to his web site, not NPT.com. NPT, being an old media outfit (?), did not have the article posted on their web site. They also did not respond to an inquiry as […]

Give more get more

“T-Shirt Premium Jazzes Up Public Radio Fundraising” by Michele Donohue and Mark Hrywna (The NonProfit Times, 15 September 2009). Good stuff. Who doesn’t love a success story? And a premium? But as you read this please keep these AU caveats in mind: — Why was the KCSM-FM promotion only offered to “lapsed” members? — The […]

Calculate your IIE (Investment In Expectations)

“What’s your Twitter ROI? How to measure social media payoff” by Mary K. Pratt (ComputerWorld.com, 21 September 2009). Ms. Pratt crafts a soft, user friendly overview of some of the ROI issues that are confronting organizations as they migrate their brand into the realities of Web 2.0 and beyond. If you’re in this camp then […]

Look good. Feel good.

Design matters. Why? Because it is one of the first things to effect The Guest Experience. It establishes the tone of the on going relationship. Whether it’s your store, your club, your restaurant or your web site, these impressions matter. If you have any doubts about the value of investing in good design, and thus […]