Michael Dell

Denny Hatch is the author of six books on marketing and four novels, and is a direct marketing writer, designer and consultant. His latest book is “Write Everything Right!” Visit him at dennyhatch.com.

Nancy is the Chief Creative Officer at Wilde Agency. Her specialty is blending best-of-breed creative with decision science to prompt response. Along the way, she’s been named NEDMA Direct Marketer of the Year, Ad Club Top 100 Creative Influencer, OMI Top 40 Digital Marketing Strategist, and Andi Emerson Award recipient. Prior to Wilde Agency, Nancy held senior creative management positions with Hill Holliday, Mullen and Digitas. 

No one has to convince Dell's C-suite that social media marketing matters. Michael Dell himself—chairman and CEO of Dell and the man behind @MichaelDell—started using SMM in 2006. That meant that a couple years ago, when the social media analytics group made an interesting discovery, rollout of a new social media marketing program wasn't far behind.

So we've made it through Thanksgiving weekend, 2014. And you'd believe the newspaper business was healthy! My recycling bucket of newsprint and assorted fliers touting "Black Friday" would have challenged Arnold Schwarzenegger. Instead, the task of getting it onto the sidewalk fell to me. Umph.

Yahoo has 196.6 million unique visitors each month. Yet Yahoo generated zero new revenue in 2013. My opinion: Yahoo CEO No. 6 (in as many years), Marissa Mayer, is hanging on by her fingernails. Any person with 196.6 million names unable to generate new revenue should seek some other line of work. What triggered this column was a Feb. 17, 2014 Time magazine story, "THE MAYER EVENT:It's crunch time for Yahoo's turnaround strategy."

Boosting lead conversion requires finesse and a well-executed strategy By Nancy Harhut I just returned from speaking at Moscow's 5th International Direct Marketing Conference. When I was there, one of the attendees asked me if American direct marketers spend more time acquiring leads or building loyalty. A good question. But it left out that important grey zone—converting leads. It can be a long, hard road from lead acquisition to customer retention. Unfortunately, there's no magic bullet that converts prospects. The good news is that with some smart thinking and diligence, it can be done. Longer Buying Cycle To start, it helps to

* At www.alterpreneur.co.uk, Hilary Osborne writes on May 16, 2005: Less than a quarter of business owners set up their firms in order to make a lot of money, with almost two-thirds seeking more control over their lives, according to research from insurer More Than. Of 1,000 owner-managers questioned for the Health, Wealth & Happiness report, just 3% said they hoped to emulate high-profile entrepreneurs like Richard Branson. Instead many were motivated by a lifestyle change--60% said they went into business in order to get more control over their lives and 54% said they did so in order to be

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