Is Your Content Additive?

Think about the last 3 pieces of content you created. Did they have a common theme, or advance a common story? Or were they distinct "one-offs", unrelated to each other? Maybe they were the result of a looming content calendar that just needed to be filled... When it comes to content, the whole is definitely greater than the sum of its...

Getting Leads into Your Pipeline

Alignment between your marketing and sales departments doesn’t happen overnight.  For example, when a B2B prospect visits your website, they most likely need to be connected to an account manager and salesperson that can address their specific needs and questions. A B2C prospect, however, is much more likely to explore your website and fill out an inquiry form all on...

Not for Profit CMOs Need These Skills and Traits

With the average tenure for corporate CMOs clocking in at just over 4 years, marketing professionals in these roles don't have a lot of time to make their mark. The result is a fast-paced, competitive and demanding work environment that requires a very particular set of skills (to paraphrase Liam Neeson). However, many of these same skills can be effectively...

Why You Need A Brand Story Blueprint

Groucho Marx once famously quipped, "If you've heard this story before, don't stop me, because I'd like to hear it again.” Unfortunately, many story-obsessed brands seem to agree that telling the same story over and over again, with only the names changed, will surely result in a good ending. In fact, if a brand repeatedly tells the same story, audiences may...

When AI Is Done Right

We're hearing a lot about AI these days and increasingly it's being incorporated into various marketing technology platforms as well. This week, I had the good fortune of receiving a demo from an up-and-coming social media management platform that incorporated a subtle, yet very effective AI application in its offerings. In a nutshell, the demonstrator selected a long-form article from the company...

How to Leverage Leads from Review Sites

The stats are undeniable—few of us like going it alone, at least when it comes to buying stuff in unfamiliar categories. On the consumer side, the Spiegel Research Center reports that nearly 95% of shoppers read online reviews before buying. And on the business-to-business front, a G2 Crowd and Heinz Marketing study showed that 92% of buyers are more likely...

Drinking Your Own Marketing Champagne

Ad agencies are notoriously poor at applying their craft to their own brands, but martech companies don't have that problem. Marketo and Hubspot are masters of inbound marketing, in which brands draw potential customers to them with tactics such as content marketing and search optimization. Salesforce is really good at using Salesforce to sell itself. And Demandbase, a leader in...

An Antidote to FOFB

While Gens Y & Z are famously prone to FOMO, my unscientific survey of hundreds of CMOs suggests many suffer from FOFB, "fear of falling behind." This fear manifests itself in positive ways like intense curiosity, networking with peers and continuous learning. On the flip side, it can also lead to embracing robotic technologies (i.e. bots, programmatic, AI, phone trees,...