Tags archives: cmo

6 Steps for Asking Better Questions

Does your company encourage questioning in any substantive way? If so, does your company provide any training programs focused on guidelines and best practices for questioning?  In truth, many companies, whether consciously or not, have established cultures that tend to discourage inquiry in the form of someone’s asking “Why are we doing this?”  The impulse is to keep plowing ahead, doing what we’ve done, and rarely stepping back to question […]

How to Lead Your Marketing Organization through Uncharted Waters

The advertisement above is Sir Ernest Shackleton’s recruitment notice for his 1915 Antarctic expedition.  His entire crew of 27 men did return.  But their adventure is one of the greatest survival stories in the annals of exploration.  Shackleton, his ship Endurance crushed by ice in Antarctic’s Weddell Sea, led his crew to safety through a series of impossible journeys over land and sea.  What began as a journey of exploration […]

CXO Conversations before the Company Meeting

A trim balding man in khakis with a button down shirt, the CMO looks the part he has played for so many years – the affable, hardworking executive who gets the job done.  It’s the 2015 sales kickoff meeting and he is setting in the front row with the rest of the executive team getting ready to address the troops.  He could still remember a time when these meetings required […]

Disruptive Strategies for Winning Customers

I grew up in Grinnell, Iowa, a small town in the rural Midwest. It’s not exactly the place you would expect to find one of the most prolific scoring basketball teams in the nation. The “Grinnell System,” Grinnell College’s run-and-gun offense is considered unorthodox, even chaotic, but it is fun to watch. Grinnell teams have led all playing levels in scoring for 19 of the past 21 seasons, while ranking […]

Does Your Personal Brand Need a Picture of a Truck Behind It?

Is a man with a truck sexier than a man without a truck?  According to the folks from Chevrolet the answer is yes.  Take 30 seconds to watch the video below and listen to their focus group discuss the matter.  So, how much do trucks costs these days?  After all, I might need to haul something!  I also found a survey by Insure.com that states that women say that attractive […]

The NFL’s Twitter Winners and Losers

In September at the beginning of the season I posted a short article related to NFL teams Follow-to-Follower ratios on Twitter.  In short, NFL teams like most major brands do not follow back their fans or customers: As you can see, the average NFL team was following back just 0.46% of their fans in September.  That ratio now stands at 0.40% which means the average follow back strategy didn’t change […]

How Quickly Can You Adapt and Change?

I’m where I am today because of the 1980’s oil crash.  If not for the oil crash I may not have gone on to get my MBA.  If not for the crash I probably would not have ventured into the technology industry, first with NCR Corporation and then other organizations.  For that matter I may not have moved to Ohio. I was from Iowa, in the heart of the corn […]

Social Media Networking for Sales Results

Are the targeted executives you are trying to get the attention of using social media to shop, or are they really looking for prospects themselves?  Perhaps both, with some education and networking mixed in; I don’t have any market research to state a firm conclusion.  However; I do believe that most executives are tuned-into station WIIFM (What’s in it for me?) just like the rest of us, and they are […]

Are Your Social Media Icons Holding Your Business Back?

It was a lively face-to-face business networking event.  As you might guess, social media was a hot topic.  Of course business cards were exchanged as many of the attendees represented agencies that promise to be able to bring social magic to a brand.  But what I found most interesting happened later, when I visited several of their corporate social media pages.  What became clear was that many of the profiles […]

Low-Tech Paper and Ink, and the Customer Experience

I penned “Customer Intelligence Is Meaningless If You Don’t Tie It to Strategic Action” many years ago.  Over time that article has been used by several organizations in their training materials as a way of demonstrating the importance of customer service and its impact on the customer experience.  One aspect of that article that is rarely commented on, but no less interesting, is the action I took related to my search […]

Are Marketing Booth Babes Back in Style?

When Dilbert and his peers poke fun at marketing trade show tactics they’re often referring to the use of “booth babes.”  Now, according to a recent Wall Street Journal article (The Evolution of Auto Show ‘Booth Babes’) it appears the auto-show model is coming back.  I blogged on this topic in November 2007 (Using Marketing Booth Babes) and that post created a very spirited discussion.  Using sex to sell has […]

When the Customer Experience is an Open Letter

I just finished reading “Commodore: The Life of Cornelius Vanderbilt” by Edward Renehan.  Vanderbilt’s steamship business offered speed and economy, but not what you could consider courteous service.  In fact, one group of east bound passengers purchased space in the New York Times to vent their anger.  The open letter leaves no question that their “customer experience” was awful by any standard. Vanderbilt took advantage of the new steamboat technology […]