Why Marketing Fails In Small and Midsize Businesses

Why does marketing fail? The E Myth Revisited, the classic on entrepreneurism by Michael Gerber, talks about the needless management failures of small businesses. I’m reading it for the first time (thanks Kaarina Dillabough for suggesting it). It reminds me of the needless, all-too-familiar small and midsize business marketing failures I’ve seen over and over again.

So here are the top five causes for marketing failure that make me wonder: “What are these people thinking?”   Continue reading

Rethink B2B Marketing

Rethnk B2B marketing

We’ve all been there.

 What if your B2B sales and marketing team consisted of high-level executives from your customer companies?

What if they were as committed to your company’s success as you are?

What if they had ample opportunities to directly influence high-level decision makers at companies that aren’t currently buying from you? 

According to a thought-provoking book, all this can happen, but not by accident.

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On Protecting Your Integrity And Your Credibility

A few years ago, small IT companies could a make a pretty good profit on disaster recovery services and automated data backup systems.

They had a great “fact” to help them. There were a number of versions that went something like this:

According to a Gartner study, 80% of businesses that suffered major data loss due to a disaster (such as hurricane or fire damage) went out of business within three years.

Protect Your Integrity and Credibility

… but it can be hard to find.

Sometimes it was a Gartner study. Or a FEMA report. Sometimes it was from IBM. It was 2 out of 3, or 70%, or 90%. They referenced Hurricane Katrina sometimes, other times 9/11.

Funny thing, no one could seem to find the original source.

Now, was the whole IT industry scamming the market? Or were these small businesses just so desperate, they were willing to repeat without question claims they had read somewhere, and had come to accept as fact? Continue reading