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Hamilton Wallace

The Death of Feature, Function, Benefit Selling

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by hamilton on July 6, 2009

IBM spent three solid months teaching us young, starry-eyed recruits feature, function, benefit selling waaaay back in 1976.  It was leading edge then.  But so were a lot of things you wouldn’t be caught dead doing now (Streaking anyone?  The first Rocky movie?  Starsky & Hutch???).
The real joke with FFB selling: it was old when [...]

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Everybody just take a breath

by hamilton on June 30, 2009

Every time something big comes along and starts to change things, like social media, the internet, television, radio all the way back to that trouble-maker Gutenberg and his press, people announce the death of the thing that it replaces.  Or more accurately, the thing they believe it will replace.
With social media, everybody needs to just [...]

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Your Mother Was Right

by hamilton on June 28, 2009

Remember your mother nagging you to spend more time around smarter people?  “Why do you spend time around __________?  He isn’t going anywhere!.”  And “Why don’t you ever play with little ________, he/she is so smart?”
As a marketing consultant I have a similar message for clients:
Follow the smartest people in your field, and use social [...]

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8 Lessons Learned from my 1st Million Emails

by hamilton on June 21, 2009

I contributed to an online article this June for BusinessWeek on email!   The reporter used bits and pieces of an intense 30-minute interview.  So, it got me thinking: I haven’t blogged about email marketing for a long time.  I manage a handful of email campaigns for clients, sending roughly 75,000 emails per month to prospects [...]

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New Marketing Reality: The Death of Convenience

by hamilton on June 18, 2009

Remember the first sentence in the book Good to Great?  “Good is the enemy of great.”  The idea was you had to push past good to get to great; getting past the old “if it ain’t broke. . .don’t fix it. . .”
In today’s economy it might be said this way: convenience is the enemy [...]

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