Monthly Archives: November 2013

The Three Lies

Did you ever lie to a sales person? Think about your answer carefully. Of course you did! How about the last time a carpet cleaning salesperson phoned you at home? Didn’t you say something like, “Sorry, someone just cleaned my carpets last week.”  It wasn’t true, but you politely dismissed the sales person’s pitch. When… [Read More]

Shouting Outside the Box

 In “Twelve Causes of Advertising Failure”,  by Roy Williams, he identifies “over-confidence in qualitative targeting” as one of the primary causes of advertising that fails. Nowhere is “qualitative targeting” more misguided than in business-to-business marketing. Many business-to-business marketers forget that business people are people too… they follow their favourite sports teams on the radio, they… [Read More]