Recently, I was in my local Subway restaurant with my daughter. We had a coupon for “buy one 6-inch sub, get the 2nd one free.” Continue reading
Category: User-Centric Strategy
Answer These “5 Why’s” to Create More Powerful Messaging
Effective sales and marketing rests upon understanding your prospect’s situation and what he/she needs to know before they can trust you and accept that you’veContinue reading
What Stanley Kubrick Taught Me About Sales
When I was younger, I was a serious science fiction fan. At the risk of dating myself, Star Wars was still new, okay? I hadContinue reading
B2B Does NOT Have to Mean “Boring-2-Boring!”
It’s incredibly frustrating. I’ve spent my career in the B2B world. I know the dynamism and creativity that exists in so many industries. Yet evenContinue reading
B2B Social Media Strategy Fundamentals
One of the popular business fears today is, “if you’re not engaged in Social Media, you’re not selling.” Worse yet, you’re falling behind. In thatContinue reading
Marketers – Get in the Field!
It strikes me as odd that I even have to say this, but I do: “ATTENTION B2B MARKETERS – Accompany your sales force onContinue reading
Remember to Ask
A few weeks ago, I attended a business luncheon where Severin Fayerman was the featured speaker. Severin Fayerman is a Holocaust survivor and a founderContinue 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
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