Prospect Driven Marketing

What can Sesame Street teach you about your marketing collateral?

May 31, 2011

Is your marketing collateral a lot like that old Sesame Street game that went, One of these things is not like the others, One of these things just doesn’t belong, Can you tell which thing is not like the others By the time I finish my song? I’ll bet that if you walked into a [...]

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Are marketing agencies worth the money?

April 5, 2011

Here’s a question I bet you didn’t think you’d hear from the head of a marketing agency. It’s a challenge that we often face. Editors, social media hosts and some marketing tool vendors have all said that you don’t really need to hire an agency. I’ve written before that my biggest competitors aren’t other agencies [...]

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Tired of kitchen sink marketing?

October 13, 2010

Image by alancleaver_2000 via Flickr A common complaint from many prospects — or even current customers — is that most websites look to be selling everything and the kitchen sink. This approach may work if you’re selling home goods and appliances, but not if you’re a professional services company. The problem is — website space [...]

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What is Prospect Driven Marketing and how can it help improve sales?

September 28, 2009

Is any type of marketing collateral or activity appropriate to use when connecting with prospects? Of course not! Early in the buyer process, you might want to use more informative and educational materials, while later in the process you might want to become more specific about your solutions. The real question is how do you [...]

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