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September 29, 2016

When my sons played hockey we parents had a favorite saying about one of the kids that played on the team, "I wonder 'which Justin' will show up today." You see Justin was a superb "A" player capable of scoring goals, blocking shots and taking hits with the best of the...

September 25, 2016

I’m a student of customer relationships and I’ve learned three important things.

First, I’ve learned that the foundation of any long-lasting customer relationship comes down to two words: trust and respect. I’ve got to feel the love, that you’ve got my back. There’s ple...

September 22, 2016

We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you t...

September 18, 2016

The overwhelming majority of people working on any given b2b marketing campaign have never seen, met or spoken to a customer, and certainly not a prospect. They work from reports and results. They are separated, a gap to a chasm, from the often-conflicted humanity of t...

September 15, 2016

The river between sales and marketing runs cold and deep. We can see each other’s camp on the opposite bank, just out of range. That we all work for the same corporation is often the irritant, yet I have seen how much success is generated when there is cooperation. Let...

September 12, 2016

My mom wasn't exactly a business woman. Sure, she worked as a bookkeeper for a number of years. Yet, I'm not certain that she ever considered it a career. And, I can't say that I thought of her a role model as I carved out the beginnings of my company.

Still, as I refle...

September 8, 2016

When both my girls lived at home I had a wonderful idea – let’s have a family calendar. We’re all bumping knees – I didn’t know you had a swim meet; your aunt’s birthday is next week; yes, Mom’s working Saturday. This would be a window into the week and a sketch of the...

September 1, 2016

Commonly, when building a b2b campaign, companies identify the executives involved (or whom they would like to be involved) in the decision making process and build messaging from there, focusing on the challenges facing the vertical and versioning that to the responsi...

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