Whether for B2C or B2B lead generation, the omission of one or more of these three planning steps guarantee an unsuccessful lead generation program. Their inclusion, on the other hand, will dramatically improve success rates.

Powerful response copy techniques do not change just because the channel is electronic versus print. Direct response words are indeed used a lot. And for good reason -- they work. So do not base copy decisions on what non-direct marketers say. Better to rely on actual A/B split test results.

For those of you who have tested hundreds of direct mail packages across multiple industries. Have you ever noticed how often ugly packages outpull highly refined and attractive direct mail?

Marketers who spend their careers building brands go limp when it comes to analyze the ROI on their marketing efforts. The CEOs wonder at what appears to be a conspiracy in the profession.

Skillfully merging your direct mail (a traditional medium) with digital can mean the difference between failure and success.

A disturbing resistance to evaluating marketing spend based on sales results seems to be infecting social media and other channels related to new media.

Response rates represent only a part of your direct mail effectiveness.

I've seen reputable reports that branding or positioning advertising works and generally agree with their conclusions. The only problem is that irrefutable proof of this comes only with the scientific method.

We've heard the hackneyed phrases like: "He can't see the forest for the trees?" Or "Why can't he see the vision?" In my life's experiences hiring, managing and working with many types of individuals I've concluded that strategic vision is the ability to step back and look at the many possible futures coming out of key decisions. In other words, vision requires seeing the outcome without the benefit of all of the information. Strategists create outcomes based on what dominoes to push to make things happen the way they want they to. The key point -- strategic vision must make decisions before the facts occur. This naturally requires imagination, visualizing key activities and selecting those activities that lead to the desired outcome.