Blog

I hope you and your loved ones are well and staying safe. In this post, I'd like to expand upon the recent Pittsburgh Technology Council One Mic Stand interview I did with Jonathan Kersting (thanks!) on April 14th.

One of the critical challenges I continue to hear from leaders of B2B companies is that they have little to no idea of how much any marketing campaign generates in orders and profits. Lots of great reports, but the bottom line is that we can't seem to correlate effort to payback. "Make Your...

Last week, in my previous blog, I talked about the WHY of Making Your Marketing Count. This week, we’ll dive into the WHAT, and next week we'll look at the HOW.In my career, I learned a few lessons the hard way: Understanding the magnitude of the growth challenge Focusing quickly on what I...

  About seven years ago, at a previous employer, my team and I were leading one of the most significant programs launched in the industry. It was disruptive, utterly different than any other competitor's offering, and aimed at an emerging demographic we weren't used to communicating with at the...

Growing in slow to uncertain market conditions calls for a balanced approach Throughout my career, I had the privilege to interact with many leaders in the Industrial/Manufacturing sector. Our discussions on business conditions netted one common theme: We need more growth. The underlying...

How can marketing automation impact my marketing and sales plans? In truth, marketing automation is an enabler, not THE answer. I’d like to break this question into three parts: planning, staffing, and executing.

  Are you hearing or thinking about the following at work? We have too many unqualified leads from our campaigns. Sales teams are frustrated spending too much time chasing low probability prospects. We don’t have enough leads from our campaign, and it seems like we are ineffective in reaching...

Since 2005, the beginning of the Digital Era, change has been sweeping through the manufacturing world at a pace rarely seen before, and those changes have accelerated tremendously over the past five years. As a result, the shop floor is becoming increasingly automated, as is the sales process...