Are You in Marketing Because You Can’t Sell?

I saw in e-mail exchange today between a famous sales trainer and a successful information markter and copywriter. In it, the sales trainer arrogantly proclaimed: “Marketing is for people who can’t sell.” I’ve heard this many times before. When I was in the corporate world, the sales force and the marcom department often had an

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YOU — a Highly Paid Blogger?

We constantly hear about this blogger or that blogger getting paid big bucks to blog or landing a lucrative book deal based on their blog (I actually did the latter myself). But these lucky rich bloggers are decidedly the exception, not the rule. According to an article in the Daily News (3/30/09, p. 35), the

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The End of Western Civilization as We Know It?

For more than 4 decades, one of my favorite activities and greatest pleasures has been reading the newspaper. Yet according to an article on cnn.com today, at least 120 U.S. newspapers have shut down since January 2008. “Newspapers are losing their relevance in the lives of a majority of Americans,” cnn.com — an online news

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What’s Your Back-Up Plan?

In the movie ?Armageddon,? a giant asteroid is hurtling toward Earth, and when it hits, the impact will annihilate everything on the planet. The government?s solution? Send a team of drilling experts up into outer space to land on the asteroid. Their mission: drill a deep hole into its core, drop an atom bomb down

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Must You Always Be Closing?

In the movie “Boiler Room,” Ben Affleck plays the head recruiter at a sleazy boiler-room selling worthless IPOs by cold-calling investor lists. When he hears a broker-in-training patiently explaining some investment basics to a potential customer, Ben berates the young broker. “Telling’s not selling!” he screams. “Always be closing!” The idea, still preached by some

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Maximize Online Marketing ROI

What online marketing technique generates the highest ROI for customer acquisition? According to a survey published in Target Marketing (3/09, p. 37), it’s not online advertising, podcasts, search engine optimization, or webcasts. E-mail marketing was cited by 28% of the marketing professionals ls urveyed as delivering the strongest ROI for customer acquisition online. Search engine

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Selling from the Platform

“Why don’t you sell products from the platform?” my fellow speakers ask me all the time. “You are leaving money on the table.” My original answer — that I just don’t like it personally and find it unseemly — didn’t convince them. “There is nothing wrong with selling from the platform,” these speakers responded. They

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