Posts

Catching the Slipped Commit

Imagine. End of the quarter is few weeks away. As head of marketing, in your Salesforce instance you run the latest campaign tagged opportunity report or look to your pre-defined dashboards for numbers due to close within the quarter. Outstanding Commit numbers look good; the leads that your team generated months earlier look to have hit the mark, they’ve been converted, moved along in the funnel and you’re in sync with sales. You’re going to hit your contribution numbers for the quarter.

5 Further Ways To Engage With Your Audience Using Biases of the Brain (Part II)

Here’s Part 2 of our exploration into the cognitive biases of the brain.  In our first article here, we had mentioned the example of how a waiter who gives gifts can receive higher tips.  Well, there’s a bias for that too … Read more

Harnessing disruption to drive customer-led marketing.

With the economy showing signs of contraction, businesses will soon be seeking efficiencies or looking to reduce or reallocate their budgets. This means that marketing departments have to transform themselves from having a lead-generation mentality (if they have got this far), to having a lead-through-revenue-management mentality. Read more

Marketo Summit Japan

We are proud to be sponsoring Marketo Summit Japan. Come and join us on Tuesday 17th of February at The Westin Hotel in Ebisu. Keynote presentations from Marketo CEO Phil Fernandez, Marketo CMO Sanjay Dholakia and Don Shultz, Professor Emeritus at Northwestern University among others great speakers. Best to move quickly as registrations are filling fast . . . . details here.

2015: the year marketing automation finally catches on

I often sit across the table from a new or prospective client and am amazed that we’re both living in the same year. No, they didn’t pull up to the meeting in a DeLorean or have an Ace of Base ringtone on their cellphone.What causes me to question if they’re aware that it’s 2014 is the way they are utilizing their marketing technologies. Read more

5 ways to engage better using biases of the brain

When a waiter gives you a small token of appreciation like a mint along with your bill, the chances of you giving him a tip are significantly higher. That’s because your brain is hardwired to be biased towards reciprocity. Scientists call these quirks in our brain cognitive biases. But our brains are not designed like computers, where every rule in the world of zeros and ones are literally interpreted and executed to a tee. Instead, our brains have evolved to take shortcuts in order for us to conserve energy and increase our processing speeds. But these very mental shortcuts result in perceptual distortions, inaccurate judgments, and illogical conclusions. It’s basically what makes us – well, human. Read more