As we come to the end of 2004 and think about what we will do to improve our businesses in 2005, I have one New Year’s pledge I would like to ask each

Consumers tend to have tunnel vision when they shop: They focus on their goals, ignoring everything else. Likewise, businesses tend to have tunnel vision

Many a cataloger has been wooed by the promises of quick fix technologies. And it’s easy to see why. The Websites of too many marketers are underperforming.

In all of my work with b-to-b marketers, this is the first thing they tell me: B-to-b is different from b-to-c. But in public and private listening lab