Tear down those walls


Recently when I read of the twenty fifth anniversary of the tearing down of the Berlin Wall I was reminded of one of the great speeches in history.  In June of 1987 US President Ronald Regan stood at the Brandenburg Gate in Berlin and called on Russian President, Michael Gorbachev, to tear down the wall that had divided the city for 26 years …..  and just over 2 years later it was gone.

At the time I was midst some work for a couple of clients that had me dealing with the imaginary walls that still seem to divide PR, Marketing, Sales, Advertising, Social Media etc etc. in the mind of many.  For one we were doing PR and the other we were doing Social Media .

20141120_111415 (1)

In April of 2008 I read an enlightening book by David Meerman Scott which set out to define the Rules of Marketing and Social Media in the Internet Age.

As a result I wrote a blog about  These New Rules  and talked about the need to utilise the best tools available rather than think about Press Releases and Blogs. Continue reading Tear down those walls

Dont Trust Techos with your Sales and Marketing Vision


Laura McLellan, a research VP at Gartner, caused quite a stir at the beginning of this year when she boldly predicted that by 2017, CMOs will spend more on IT than CIOs.

And now that is proving to be very true as marketing is becoming the most technology dependant part of any business.

As a result many businesses are developing new roles to bridge the Marketing – Technology divide. This role known as Chief Marketing Technologist will, I believe, play a key role in the future as they need to be:

  • Part Strategist
  • Part Technologist
  • Part Leader and Teacher

Having spent my formative years in DP/MIS/IT and most of my working life in Marketing and Sales I can clearly see why this role is vital. And if it’s not a full time role, every business needs this kind of expertise in house.

For too long the fear of technology and confusion about terminology have held too many businesses back and in some cases it has the technologists to blame.

In the early days just like lawyers and accountants we developed a language and style that made what we did look hard and confused our customers to keep our value up and make sure we kept control.

Continue reading Dont Trust Techos with your Sales and Marketing Vision

Don’t Add Value Anymore…Add Meaning

Added Meaning Business ModelIn case you haven’t noticed life has changed and so has business.
It’s no longer all about the seller it’s all about the buyer. So now more than ever it’s a case of Seller Beware…
It’s now all about People not Products.
And solving problems and providing Proof that you can.
In sales and marketing for many decades we have talked about the 3, 4, 5 or however many Ps.  And all of those Ps were controlled by the seller – Product, Promotion, Place, People, Price.
Putting the right product in the right place, at the right price, at the right time.
Well now it’s still about 5 Ps but the control is with the buyer – Profile, People, Problem, Productivity and Performance. But the Seller still needs to mind their Ps and add a new one – Proof. And note that Proof has replaced Price. Continue reading Don’t Add Value Anymore…Add Meaning

Watch your language- Avoid wallet closing words

Social Media Examiner
Social Media Examiner

I’m going to share with you how to use your words to grow your business and what words you need to avoid.  

First let me introduce you to Michael Fishman.  For the last 20 years Michael has been a leading advisor to marketing in the health and wellness and personal development niche.  He has advised marketing strategies with Men’s Health and worked with several admired doctors to improve marketing and branding using choice words.

Continue reading Watch your language- Avoid wallet closing words

Commonsense is becoming very uncommon

Source: http://cdn.parenting.kidspot.com.au
Source: http://cdn.parenting.kidspot.com.au

I never cease to be amazed at peoples views of what is fair and what’s not. Specifically when it comes to sales and marketing – loyalty schemes, special offers etc they are blissfully unaware of the motives of the marketer and think it’s all about them.

As Marketing guru Seth Godin says “We in general are increasingly naive and gullible when it comes to the hope of getting something for nothing.” Continue reading Commonsense is becoming very uncommon

There is Good News ….and There is Bad news

image When I started blogging in August 2007 I wasn’t sure what I was doing and why. When I turned some of the blogs into an eBook in May 2008 I had a very specific aim.

The aim was to educate many of my clients and thousands of others like them in business about the how, what and why of Social Media.

In doing so I defined a Grumpy Old Manager and gave myself the title of Grumpy Old Managers’ Guide.

As someone who would on the grounds of age, background and disposition probably qualify as a GOM I thought it appropriate to become a guiding light in the new Digital Age.

So what’s the Good News and the Bad News….. Well …. in reviewing the eBook with a view to getting another edition out soon I realised two things…

1. The Good News is that most, if not all, of the recommendations we made over 5 years ago still stand

2. Those in most need of the advice are still sadly in need.

But one thing has changed in my focus …. it’s not all about Social Media and its application to your specific business or even choosing the right bits of Social Media it’s about harnessing all the tools available now and leveraging them to the max.

In an upcoming post I will explain it’s no longer about A or B in decision making on how best to promote your business and increase revenue and sustainable profitability (I assume that’s why you want to promote your business anyway) its about A + B + C + ….

With the ability to rapidly deploy and test strategy using digital media you can now choose a range of inexpensive options and test which suit your business goals best ….. You may well find it’s a combination of both.

As such the next book will focus on Marketing and Selling in the Digital Age and leveraging the new tradition of book writing. I will be looking for lots of feedback before I finish the book rather than write it and find out I got it wrong.

These days it’s possible to write a book cooperatively by developing the structure and a few headlines and have the potential readers fill the massive gaps between. I will be adding much more substance that that though!

With the world continually changing there is one piece of GOMG logic I will finish this blog with

If you always do what you always did you are now unlikely to get as much as you always got