Why Most People Think Marketing = Bullshit

How many times has this happened during a presentation? The presenter has just introduced themselves, opened their PowerPoint slide deck, and then blasts through the first four or five slides, dismissing them by saying, “I’m going to skip the Marketing slides.” I find this happens all too often, and it reflects poorly on Marketing as a profession, as […]

Customers buy what they KNOW, from people they TRUST.

I’ve been observing customer purchasing decision factors for some time, and I’ve always been curious about two things in particular:  What makes customers buy?  And, what makes them choose A over B? As the old career-networking advice goes, “it’s not what you know, it’s who you know”.  When it comes to demand and fulfillment, it may actually […]

No Such Thing As Revenue Generation

My last blog covered the false premise of marketing “demand generation”.  In this next entry, I’d like to debunk another myth, one which surrounds the sales function: Revenue Generation.  Many marketeers, sales professionals, and executives alike believe that sales is a magically skilled function in the business, and that sales teams are capable of generating […]

No Such Thing As Demand Generation

It’s very common for marketeers to talk about something called demand generation.  Often it’s abbreviated as demand gen, or sometimes as lead gen, and these terms typically refer to the activities associated with “generating leads” for the sales department.  Often times, demand gen is viewed as the primary function of a marketing organization, and therefore […]