December 17, 2017

A bold move to displace TV advertising

Media is migrating to digital platforms, and that is a problem for traditional advertisers. It’s no surprise that people hate the clutter, the hype, and the interruption of advertising. But what has surprised advertisers is the extent to which they will go to block, skip, and avoid them. Digital media gives them more ways to […]

Brand awareness is earned

The secret to building brand awareness is to start with customer awareness. Companies today are much more likely to invest in advertising to customers rather than understanding what matters to them. On average, they spend $14 on advertising for every dollar spent on gaining customer insights. But in a world of ad blockers and fractured […]

A suspect is not a prospect

Prospects are people who are able, ready and willing to buy. Suspects are merely eligible to do so. – Lester Wunderman Far too much time and money is wasted on marketing to suspects. Misusing data and technology enables marketers to waste time and money at scale. Prospecting with email is one example. Recently I got an […]

Don’t interrupt, add value

Time is not money. It has a far greater value than money. We can spend our money or lose our money, but we can always get more. Not so with our time. Once we spend a moment of time it is gone forever. That’s why interruptions are such an offense. An interruption says “Give me […]