If I were to tell you it’s 51oF outside, how would you dress? Is that cold or is it warm? Would you bundle up orContinue reading
The Power of an Empty Chair
Recently, I read a Forbes article on Jeff Bezos, of Amazon.com fame (April 23, 2012). The box titled “Jeff Bezos’ Top Ten Maxims, Decoded” is,Continue reading
The Parable of the Clockmaker
Shortly after the end of WWII, the big clock in the tower atop the town hall in a small Swiss village stopped working. The townspeopleContinue reading
What Do You Mean “Buyer Personas” Don’t Work?
Anytime an article title reads something like “Using Buyer Personas Does NOT Help,” you have my attention. This notion was a shock to me. I’ve developedContinue reading
Why I Hate “Marketing Automation”
Actually, I don’t hate it. I just hate the phrase “marketing automation.” It sounds like marketing is done automatically. Like you don’t have to thinkContinue reading
They Want to Buy From You
Something we all need to remember — prospects want to buy from you. They want you to have what they need. People hunger for solutionsContinue reading
Build Sales – Think Like a Customer
All too often, sales programs focus on topics like how the product works, how it’s made, the distributor network, special pricing deals, the company historyContinue reading