The Journal
Tools & frameworks for leaders.
Field notes on coaching, strategy, and leading well — written by Jay and selected colleagues.
Will Fear Stop You?
I had a great conversation with a friend yesterday. We were talking about the “what’s next” journey… you know, that conversation where you look into the future and plan the next step of your career or life or existence or whatever. My friend brought up the topic of fear, which is a natural and all…
Unfortunately, What B2B Marketing Can Expect in 2014
Welcome to the beginning of a new year, the time when the B2B marketing pundits and prognosticators offer you their predictions on what we can all expect to see over the next 12 months. As in years past, we’ll see some of these things come true, and we’ll see some conjecture remain just that…conjecture. When…
Don’t Try to Please Everyone
I was reminded of this story recently, a fable of Aesop. The moral? “If you try to please everyone, you’ll lose your ass” (OK, that’s my paraphrase of the moral, but it works). The Man, the Boy, and the Donkey A MAN and his son were once going with their Donkey to market. As they were…
The Hot Dog Story
My first boss, Jack Loftin, used to tell a story as a way of keeping us salespeople motivated during the recession of the early 90’s. He called it “The Hot Dog Story” (see below). Although the story’s message is “just keep selling”, I think there’s also an angle here for marketing people who are constantly…
Remembering the Basics…An Example from the Gridiron
I’m often asked by clients, prospects and colleagues to share my thoughts on current trends and topics such as social media, content marketing, mobile marketing, etc. It seem that the impetus behind these questions is the desire on many marketers’ part to find the next fastest “solution” to the problem of generating more demand, more…
3 Reasons Marketers Don’t Measure ROI
My friends at Demand Gen Report asked me to contribute to their Demanding Views Column. They graciously gave permission to post the article here on my blog as well. The original can be found at http://www.demandgenreport.com/industry-topics/demanding-views/2353-3-reasons-marketers-dont-measure-roi.html — 3 Reasons Marketers Don’t Measure ROI A few days ago, I read this statistic: Just 6% of B2B leaders…
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