How Frothy Would You Like Your Cappuccino?

Nathan Heller's recent article in the New Yorker (Bay Watched:  How San Francisco's new entrepreneurial culture is changing the country.) makes some trenchant observations about the land of Twitter, Google, Facebook, frothy cappuccinos and fog.  There is a weird buzz created by new social media ... [Continue Reading]

What About a Whitepaper?

Since the '90s, whitepapers have been a common form of content made popular by analysts like Gartner and Forrester Research who generate their own content but also do so for clients, typically featuring that client's product as the leader in its category (The fabled "Magic Quadrant").  They can also ... [Continue Reading]

Your Email List

Because outbound email marketing is efficient and economical, it is likely to be the core of your early outreach efforts.  I blogged about email marketing as a whole and about email lists specifically here a couple of years ago and now want to update my thoughts about your email list. A solid ... [Continue Reading]

Smarter CRMs

I ran into IntroHive, an early stage company out of Halifax recently, while at a conference.  The company leverages a company's employees' network of contacts to provide sales teams with much broader intelligence about prospects to make their calling smarter and sales cycle shorter.  Cool ... [Continue Reading]

Some Interesting Stats on Selling and Social Media

in a slide deck that a cool little company out of Halifax presented at Sales 2.0 yesterday.  I don't buy the idea that cold calling is dead - not for early stage companies at least - but do think the number that point to a lack of social media engagement make sense. Selling and Social Media ... [Continue Reading]

Demystifying Social Media

Demystifying Social Media by some McKinsey folks is a solid look at how social media is/should be used with consumer brands.  I think the medium has more limited application to B2B selling, particularly with early stage companies, whose budgets are limited. Some Criticism I have written elsewhere ... [Continue Reading]

“How Valuable is a Social Media Audience, Really?”

My friend Robert Cassard sent me this article from Mashable:  How Valuable is a Social Media Audience, Really?, which questions the marketing value of social media in its current configuration. Nirvana (A Place, Not the Band) Marketing and sales nirvana is a situation where you set up your web ... [Continue Reading]

Super Storm Sandy, Social Media and Big Data

This article in the New York Times uses social media and big data to present a compelling, good looking view of what is happening with superstorm Sandy.  I should note that it has been carefully "curated" (i.e. filtered or edited) by someone with good taste and a keen eye, so it looks a lot better ... [Continue Reading]

Marketing and the Early Stage Company

"Half the money I spend on advertising is wasted; the trouble is I don't know which half." - John Wannamaker, US department store merchant (1838 - 1922) One of my clients, a CEO who runs a solid, successful, SAAS company, after I had described a simple content-based email marketing campaign, ... [Continue Reading]