A client shared this analogy: “I look on our lead generation efforts, particularly in the present economy, as I would a financial portfolio. If I can’t measure the tactics or programs in terms of return on investment to the organization – leads generated, business closed, opportunities in the funnel – then why should I expect the company to invest in my fund?” Which is to say, strive to maintain an assortment of researched and/or proven best-fit tactics.

What tactics are you using to good advantage? What tactics are your competitors using? The flexible and iterative multi-modal approach calls for a thorough evaluation and systematic planning of the various lead generation methods. Success depends on a balance of push tactics that encourage the contact to action and pull tactics that create a strong impression of your company and build brand awareness.

Analyzing, measuring and optimizing tactics is what it’s all about. Complacency is not. Tactics that perform well and under-performing tactics should be quickly identified and dealt with as required. And there is close correlation between tactics and budgeted spending; when the two are close together, you will achieve the end result of optimal return on investment.

Via pg 21, Start with a lead, Eight CRITICAL Success Factors for Lead Generation.

1. Ads may not be misleading or deceptive to the recipient in any way.
2. Ads promoting illegal products and services are not allowed.
3. The sponsor of any advertising message should be clearly identified either on the ad itself or on the resulting first-level jump page.
4. Special categories of products must comply with existing voluntary industry guidelines. This includes but is not limited to: alcohol, tobacco, sweepstakes/promotions and ads targeting children.
5. Any ad for regulated products must comply with existing guidelines for such advertising. (Example: pharmaceutical ads must comply with FDA guidelines.)
6. Ads should be age appropriate. (Example: if ads can be targeted by age, then alcohol ads can be shown to mobile users who are of legal drinking age.)
7. Potentially controversial ads should primarily be avoided but may be reviewed on a case-by-case basis by publishers and wireless carriers. (Examples: political organizations, adult or sexually explicit content, issues/causes, religion, etc.)
8. All claims made in an ad must be substantiated before the ad is scheduled to appear. Advertising that includes warranties, guarantees or other types of assurances to the user must comply with all applicable laws, regulations or guidelines regarding such assurances, including but not limited to those set forth by the Federal Trade Commission.
9. Ads cannot promote or glorify violence, crime, obscenity, the use of weapons or provides instructions on how to “get away” with crimes or unlawful activity.
10. Language that is offensive, or disturbing, or which is likely to cause outrage, general disapproval or negative opinion within the community is not allowed.
11. Any customer information provided is limited to the current campaign only. Further interaction with the customer requires an additional opt-in.

I found this list today at Marketing Sherpa at the bottom of an article about Mobile Advertising/Marketing. These “rules” apply to much more than just the mobile space and are well worth understanding and adding to your repertoire of things you know.

“It makes all the sense in the world for ad makers (both clients and agencies) to be well-stocked with people who understand consumers, whether young people who fathom the mysteries of cyberspace, a good mixture of people who reflect the ethnic and cultural diversity of our country, and, yes, even older people who understand the vitality and buying power of the great gorge of baby boomers overtaking our land. ” via AdAge

My lovely Cassandra just said something so great I had to quote it for all of you.

“You know how we’re always told ‘just worry about yourself’ - you know, don’t worry about anyone else but yourself? Do you think the world would be a better place if we all worried about ourselves, *and* worried about everyone else too?”

“What Orwell feared were those who would ban books. What Huxley feared was that there would be no reason to ban a book, for there would be no one who wanted to read one. Orwell feared those who would deprive us of information. Huxley feared those who would give us so much that we would be reduced to passivity and egoism. Orwell feared that the truth would be concealed from us. Huxley feared the truth would be drowned in a sea of irrelevance. Orwell feared we would become a captive culture. Huxley feared we would become a trivial culture, preoccupied with some equivalent of the feelies, the orgy porgy, and the centrifugal bumblepuppy. As Huxley remarked in Brave New World Revisited, the civil libertarians and rationalists who are ever on the alert to oppose tyranny “failed to take into account man’s almost infinite appetite for distractions”. In 1984, Huxley added, people are controlled by inflicting pain. In Brave New World, they are controlled by inflicting pleasure. In short, Orwell feared that what we hate will ruin us. Huxley feared that what we love will ruin us.”

From “Amusing Ourselves To Death” by Niel Postman

Ok so they aren’t totally related. They both start with ‘J’ and are on my radar of things to play with though :).

Joost lets you watch your favorite tv shows where ever and when ever you want. They just opened the doors to the public, and its worth checking out. “Joost is a new way of watching TV on the internet. With Joost, you get all the things you love about TV, including a high-quality full-screen picture, hundreds of full-length shows and easy channel-flipping.”

Jotspot isn’t open yet (it was, for all those of you lucky enough to sign up early, now it being revamped by its new owner, Google), but its worth watching and waiting until it is. Basically Jotspot allows you to record a note using a phone and your voice, then it transcribes it and shoots the message to your cell and email. It can send messages to groups and will soon be able to send other forms of media… the possibilities are really phenomenal.

Keep both these ‘J’ companies on your radar.

Syncrestistic:

“The attempted reconciliation or union of different or opposing principles, practices, or parties…” via.

“Consists of the attempt to reconcile disparate or contradictory beliefs, often while melding practices of various schools of thought.” via.

Holistic approaches to marketing and business need to be applied practices to succeed today. Politics is on the band wagon and we all know eastern and homeopathic health buff’s have understood “the whole picture” and how it relates to living healthily for a very long time.

This “whole picture” mentality can do great things for your business, however, the whole picture may be bigger than you think.

Consider the word “Syncrestistic” during thoughts on future direction for your business or marketing efforts. “Union of different principles or practices” means thinking outside of your particular realm of business or marketing and into other areas of your life. Ask yourself what other schools of thought, what other principles or practices can you apply to be greater?

This may include painting, studying quantum physics, spirituality, gardening, camping… whatever it may be, it can probably add more value to your business and marketing efforts than you thought. For example, while camping, you must be efficient, pack light, focus, stay calm, enjoy being calm, think ahead, be prepared, etc… See how you can apply these principles to business and marketing? I thought so.

Apply syncrestism by spend time honing skills that may not be so obviously related to business and marketing, and asking yourself how you can apply it to other areas of your life.

What types of “non-business” and “non-marketing” things do you do? What does it take to do them well, and how can you apply the principles to your business and marketing efforts?

“A human being should be able to change a diaper, plan an invasion, butcher a hog, conn a ship, design a building, write a sonnet, balance accounts, build a wall, set a bone, comfort the dying, take orders, give orders, cooperate, act alone, solve equations, analyze a new problem, pitch manure, program a computer, cook a tasty meal, fight efficiently, and die gallantly.

Specialization is for insects.”

—Robert A. Heinlein from The Notebook of Lazarus Long

From the about page of John Pozadzides Blog

I am going to be reading more of this guys stuff.

Once you have taken the necessary steps of forgetting the familiar world of fact, and thus remember who you are at the deepest level; you must find your place in existence and commit to it with all the devotion of the highest priest. Otherwise, you only contribute to the ever growing clutter, confusion, uncertainty, doubt, laziness and fear that consume the apathetic masses. Know, however, these are not the people to be worried of, rather, it is the ones who understand this but choose a place of selfishness. This is why we must sing a song of doing.

Today I rediscovered a software development business called Jackson Fish Market and am happy to find more and more people who share my views on how to approach business, and successfully operate one today.

Many companies, as Hillel points out, are built on a foundation of hopes to flip, or hopes to attract a large and loyal enough audience to generate revenue through advertising. The math he points out is simple, yet something few people think about. I spend my days immersed in marketing so math and data is always top of mind, however, not many think about the seriously ginormous amount of traffic it takes to create a healthy business based on advertising revenue alone.

The truth is, companies who are in business simply to flip or generate advertising revenue have very high chances of failure.

They have a high chance of failure mainly due to a shared mindset that everyone will retire. We all talk about the importance of commitment and passion in the workplace, but the reality is most people are looking forward to retiring, or the company their with selling.

Today, Hillel admits he never wants to stop working. He works because he loves it. This is exactly what my definition of a Geek is. He also shares my view on living the life you want now. This is also a part of a philosophy of being what I call a “Nomad”.

He states, “I don’t want to stop working. Ever. I couldn’t find the study I thought I read that showed that people with a place to go every day lived longer. But even if that was disproven I’d still want to work forever. It’s who I am. It’s how I want to spend my time. I don’t want to wait until I’m in my fifties, sixties, to spend extended time with my family, doing what i want, traveling the world, etc. To me the time to have those experiences is now. This is not a statement that having those experiences later in life is without value. It’s more that I don’t know why I should have to wait. I want to have those experiences now and later.”

I’m glad I rediscovered Jackson Fish Market. Hillel and I think *a lot* alike. We’ll have to get together sometime and revel in our similarities. I have a feeling Walter is just as cool :).

In summary the best way to create a successful company is to hire geeks and keep them happy by compensating them well. Focusing on how to increase your profit per employee and overall level of happiness (which leads to increased productivity, communication and everything else you need to run a successful group), is a much better way of creating a successful company today, than operating to flip.

The playgrounds and news hubs that exist today in the social media space exist because of a desire humans have to find, create and share information; to learn, to teach and to have meaningful, substantiative interactions. They exist because individuals are working to add value and substance to their social, personal, and professional lives and communities. They do not exist to allow a business to communicate to potential customers. It is important for business people who interacts with it to understand this difference.

Why do people publish?

People publish on the Web with a variety of motives. Of course businesses and individuals publish products and create stores on the Web in hopes to sell, but there are just as many other people, if not more, who are attempting to connect with like minds, absorb and share quality information, news and entertainment. People publish in the this space in hopes to share a message or information they believe to be valuable; or because they aspire to offer the most inspiring commentary on a particular topic. Some people do it to keep a live, globally accessible diary, filled with text, images, video and audio. Others publish simply to interact with their community of interest or to display their creative work.

There is one thing all participants of social media have in common.

Its a give and take situation. They absorb and consume information and media of all kinds, but they also interact with it, share it, comment on it, create it and otherwise give back to the space. In a lot of ways these creators are not much different than more traditional creators like journalists, writers, painters and musicians. They value what they do and they try to create value.

Social media is based on its authenticity and value.

One of the greatest things about social media, as many have agreed, is its authenticity. Its real-ness. People who are avid participants in social media expect this real-ness. As the space matures they are also growing to expect value. Sure humor, things with shock value and intrigue, really any kind of hook, can draw attention. But today people are all really after insight, edge, truth and meaningful commentary on the most current events of each day, and in each area that interests them.

Because of this media consumers have become hyper-sensitive super-critics, they expect so much more in terms of substance and value, or level and form of entertainment. They are desensitized to blatant advertising, and if you write with the sole purpose of selling a product or drawing an audience these harsh critics will smell it from a mile away.

And it’s good for everyone.

Now this is not to say that social media participants aren’t also shoppers, its simply that web users are growing more and more diverse and complex, more sophisiticated. This is a good thing for all of us. We are, as a result of this mass social media consumption era, creating better (and exposing those already existing) writers, journalists, thinkers, educators… and its all created through an authentic effort to particpate in the social media world. People blogging to teach something they know or share insight they have into a certain topic. Or experts hoping to add understanding and value to a certain industry by sharing his commentary and thoughts with the world.

Social media participants who create to share their views and insight, try to add substance to a particular channel through a well-created piece, and accomplish it - get my attention. I absorb it everyday. When I find them I add them to my RSS reader. When I see some blog thats obviously some PR or marketing campaign in disguise, that has little substance or value to it - I forget about it in a millisecond and usually never see it again.

I’m in marketing and even I understand this simple fact. I understand it because I participate, every day, and I’ve grown a keen eye for spotting crap, just like all the other social media participants out there. Our numbers are growing fast, and the media is continuing to be more controlled by the masses. As it should be.

The idea geeks are whiny punk kids are merely people thinking today’s whiny punk kids are geeks, and this is simply not true.

There has been a lot of heated debate on digg and reddit regarding the article I wrote, A Note To Employers: 8 Things Intelligent People, Geeks and Nerds Need To Work Happily.

This debate has really made me realize that geeks may be slightly misjudged.

We have been accused of being:
Introverted socially inept loosers
Prim Donna elitist as*holes
Whiny babies who want to be treated special

First, my goal in writing the piece was to communicate something I think about a lot. People, in general, should be happy at their jobs.

Lets do something to help add some clarity to this situation. I normally do not like doing this, buy lets divide the world up into two groups (I know, I know), with a whole lot of gray area in between that will hold the majority of the people. Lets label these two groups, “people who do what they love” and “people who do something because its a job and they do not really care too much what it is as long as they are paid enough to get by.”

I know, broad generalizations are playing with fire, but for simplicities sake lets just discuss these two groups and all the gray area in between.

“People who do what they love”
These people love what they do so much, it’s just that: it’s what they do. Some do other things, some don’t, but they all love it so much it’s almost impossible to describe. You know who I’m talking about: doctors who live at the hospital and spend every waking moment they are not saving lives learning how they can save more lives; the piano player who has stub fingers and barely weighs 100 pounds because she sits at their piano all day; the golfer who plays everyday and still smiles every time he takes a swing; the computer geek who will work 5 nights straight until he finds a bug before giving up; the news geek who reads 350 articles a day… These people can love more than one thing to this degree, although this is very rare.

Ok, now all the way on the other side of the spectrum, past all the gray area, are “people who do something because its a job and don’t really care too much what it is as long as they are paid enough to get by.” A lot of these people have great work ethics, a lot work sun up till sun down, just like their father and grandfather, of course some don’t, but they all work for one reason (ok, mostly one): to go home after work and do something else. To watch TV and relax, to go for walks or work out, to read a book, to be with family, to… well “live life.”

A “geek” is someone who lives so much in the “does what they love” category it’s almost scary. They eat, breathe and live it, because they love it. They absorb everything in thier area of expertise and strive to innovate and make things better. To quote a commenter on my last post, “They’re a weird, irreverent, eclectic bunch… but they do make the modern world tick.” I do not even have to list names of intellectual giants like Plato, Da Vinci, Gandhi, Franklin or modern day business giants like Gates, Jobs, Brin and Paige, for you to understand the type of person I am talking about. These people were geeks, through and through.

Now, I am not saying that every computer geek is in the running with these greats, however, geeks are the type of people that lean toward this extreme. They love what they do so much its their life, and they love it this way. They work extremely hard, not because they have to, but because they want to.

In the business world, people that lean in this direction tend to be some of your best employees and most valuable assets. They do whatever they have to do to get the job done.

These people have always been the most valuable asset, long before computers.

With this logic, there is such a thing as a “Customer Service Geek,” “Sales Geek” or even (maybe) a “Janitorial Geek.” There are also computer guys that are non-geeks and so forth.

Also to note, this is not to say geeks cannot detach from what they do. On the contrary, really talented geeks I know are able to detach from what they do and relax, be with family and otherwise do things that are part of what many call “a normal life.” Most talented geeks I know are also really into socializing; maybe they prefer to socialize with people of equal passion and drive to excel, but they seem to be handling socializing and the real world just fine.

Now that “Geek” has been more accurately defined (at least for this purpose), I’ll summarize why it is important for geeks to be happy in the work force (see the debate at digg and reddit to hear what others had to say).

Being that geeks are your most valuable team members, they work when they have to, are always learning and trying to innovate - they are generally happier people (because they are doing what they love). It also means you should do whatever it takes to make these people happy, within reason of course. People have to be present during some meetings, its just the way it is; people who speak on the phone with customers during business hours will have to be available on the phone during business hours. Each circumstance is unique, there is always a specific need you have of an employee (sometimes it changes, and you’ll find happy team members willing to help out in other areas, especially if is a start up or just a small team). This need is communicated to them when you hire them.

Geeks should ask for what they need to be happy at work. Employers should be willing to compromise in any reasonable area, and in fact, the more they compromise, the more everyone wins (happier employees equals higher productivity).

Something employers today need to keep in mind (and yes, great employers today already do this), is that in the technological world we live in, much more is possible than what used to be. There are tools in place to communicate and collaborate with that make virtual offices not only possible but successful. Video and voice conferencing applications like skype, web based project management tools like basecamp, presentation tools like webex and online collaboration vehicles like thinkature make virtual meetings, team management and collaboration possible and effective.

Employers and employees should not follow arbitrary rules set a long time ago, and instead, question each situation to figure out what is best for your employee’s.

To close, I think about how a lot of the working world is not happy with their job. I think about the passionate people who are damn good at what they do, yet are unappreciated.

I would like to recommend to these people that they strive to be happy, find a new job if they do not like their current one, and be willing to stand up for what they need to be happy.

Would you rather live the life you want all the time or only part of it?

And again, as a reminder to employers:
#1. Let them work when they want
#2. Let them work where they want
#3. Let them control their lighting
#4. Let them wear headphones
#5. Do not expect them to wear a suit
#6. Do not make them participate in company events (unless you are sure it is geek-friendly)
#7. Do not hold a lot of arbitrary meetings that could have otherwise been handled through email or IM
#8. Do not make them do anything other than work

To do business or advertise in today’s digital world you must live it. Just as Babs Rangaiah, director of media and entertainment at Unilever USA is trying to convey when he says, “Planners have got to have a better sense of the entire media landscape.” Via Advertising Age.

Not only must you loose the silos but you must live the way the digital world lives to advertise in it.

You must understand how the digital world thinks, where they spend their time. Or at least be able to really try and think like someone else. Where would you spend your time if you were their age, and in their shoes? Would you frequent myspace and spend all day downloading torrents or be reading blogs like lifehacker, techcrunch, adfreak, adage, searchengineland, clickz, stuntdubl, searchreturn, alistapart, marketingpilgrim, seomoz, seoblackhat, graywolf, copyblogger, nickwilson, shoemoney, seobook, mashable, micropersuasion, coolhunting, fecalface and (well just check out the blogroll on the side of this page, you get the idea), tagging and bookmarking links to your del.icio.us account as you read them through your normal day’s rss and link-surfing trip? Or would you spend all your time cruising sites like fark and digg? Or maybe you’d be reading work-at-home mom blogs and forums?

Where would you be?

Still, today marketing alone is not enough, knowing where your audience is isn’t going to cut it. Innovation and creativity are what make all the difference. Are you solving a problem in a better way than everyone else? Are you using your imagination in the best possible way to add value to your business, further satisfy your customers and even create new demands? Asking the right questions is usually the best way to start.

“Search marketing cannot live in a silo anymore,” Says Nasreen Madhany, Global CEO of Neo@Ogilvy. “It needs to be part of a 360 strategy for delivering marketing solutions. When managed holistically, search marketing can deliver branding as well as business results.” Via an Ogilvy Press Release pointed out by Marketing Pilgrim regarding Neo@Ogilvy’s purchase of search marketing firm Global Strategies.

Nasreen’s word ring true. I have always spoken in terms of holistic approaches to business and marketing. Today its imperative to understand and apply this philosophy. I call it Modern Business.

Today a businesses cannot live silo’s.

Business today requires a holistic approach to all aspects of functioning in order to succeed. No one can live in a silo. Management, Marketing, Technology, Sales, Business Development and Customer Service must understand each others needs and concerns. This approach includes coherence between functioning bodies. It includes integration of tools and automation of redundant tasks. It’s about knowing your strengths and weaknesses, using everything in your power, and in technology, to stay at the front of the pack. This means constant refinement, combined with a unique and cutting edge value proposition. After all, you have to be amazing.

To succeed today a businessman cannot live in a silo. Today a marketer or technologist cannot live in a silo. Today, in Modern Business, no one can.

A holistic approach must be used.

A holistic approach means all contributing parties must work together, taking everything they interact with into account while functioning. It means that internal technologies, such as CRM and ERP tools, must interact with one another and external technologies such as analytical tools. It must take into account historical and market data. It must be driven by team members that are connected to every part of the group. It means that what you do, the way you look, how you interact within your organization and with your customers, must all be in line.

I believe we will see a further reduction of silos and more emphasis placed on holistic approaches and integration of all functioning bodies. The businesses that do not do practice this approach will have a tough time keeping up.

To succeed, ask these questions before every action:

1. What will my planned action ultimately affect?
What will this impact? What technologies can I use to ensure its efficiency? Who internally in my group will this affect? Who externally? How can I ensure each entity affected is approached in the best possible way?

2. Now, really ask yourself again, what *really* will my action affect? How can I integrate my resources and approaches in the best possible way?
How will this idea work with Marketing, with Technology, with Sales and Customer Service?

3. Who is the best possible person or people to solve goal?
Am I? Is my current staff or team? Should I hire an outside expert?

4. Am I really thinking about the value I am bringing my customers in each choice?
After all if the customer isn’t happy they won’t come back, and in business today you win by increasing the lifetime value of each customer. You have to “Give The Lady What She Wants.”

5. Am I really thinking of all the places I should “announce” my action?
Internally - am I telling the right people in my team? Externally - do I really know where my audience is? How can I find them? How should I communicate with them?

6. Is this really the best possible action?
Now you’ve asked yourself all these questions, is this the best choice? Is there better? Who can help me figure this out?

7. How can I measure this so I can refine it as much as possible?
Do I know the answer to this question? If not who can I ask?

By asking yourself the right questions in every situation you quickly bridge the gap between any silos. Most issues that lack a holistic approach are quickly resolved with the right communication, with your team, with yourself and your customers.

Never forget you have to be great. You have to make the best possibly choices.

It takes analysis and passion. It takes a drive to know as much as possible. It takes creativity, and you always have to ask yourself if your action will engage the participants, your team, and most importantly, your customers.

I use the terms “Modern Business” and “New Media” often to discuss those things that are at the forefront of today’s business and media world.

I do this because Business and Media to me are based on important principles discovered by great people throughout our history, however, if you combine this with rapid advancements in technology, an ever changing marketplace and human psyche - something new is created. This includes modern shifts in business inner workings and function including the informational revolution, the growth of the virtual office, the “trickle up” theory of leadership and management and the creation of virtual shopping , education and social interaction possibilities.

Value has become increasingly important. Actual cost has become less important as consumers prefer integrity, environmental soundess, purpose, helpfulness, style and probably most demandingly, efficiency. All of these things and other factors participate in creating value.

Modern Business is a label I use for a philosophy that basically means “doing *everything* one can *today* to create value and loyalty in the marketplace.”

“New Media” consists of things like Social Media, Social Bookmarking, Social Networking, the rapidly growing world of user generated content such as videos and blogs. New Media is the media of today.

In my mind, Modern Businessman are the Renaissance Men of today’s business world. We follow New Media and study Old Media. We consume as much information as our brains will allow. We work in a virtual and physical world. We are analytical scientists and creative artists.

We are the leaders of our markets.