If you walked into an important sales call with a customer and booted up your computer to begin your presentation and found a blank screen, would you have a blank mind as well? Some salespeople are prone to rely on screens in their sales process. They need to look at a computer screen or a […]
You arrange yourself to sit tight in the saddle, wrap your fist with a knotted rope to secure your grasp, and then you give the ready sign and the gates are thrown open — the beast bolts out of the stall and into the open arena where you see the seats in the stands crowded […]
What is a blog? What is a podcast? What is a keynote presentation? What is a film? What is a book? Each of these things is a vehicle for ideas. Many make the mistake of thinking those vehicles are the idea itself. (They’re not). Writing a blog or starting a podcast or becoming a paid […]
When you’re at loose ends and your project is hanging by a string, things may seem to be unraveling all around you but all you have to do is find common threads to see you through. Common Threads are a theme or concept that you notice in one project or thing, but then begin to […]
Do you know why your customers buy stuff from you? Do you know why you buy stuff from other people? Most people will begin to answer this question by referring to psychologist Abraham Mazlow’s Hierarchy of Needs, affirming that any buying decisions can be explained by the levels within Mazlow’s pyramid of human needs. At […]
One of my go-to phrases in conversations is that “Every problem in a marketing problem” — and I don’t mean solely in conversations about marketing. Marketing IS communications. Marketing is about getting your ideas across to another person and trying to get them to agree with you. I think most disagreements between people and companies […]
There is a quote attributed to Albert Einstein that goes like this “Not everything that matters can be measured, and not everything that can be measured matters”. When I worked in media and advertising I’d hear a variation on this quote every time a media property attempted to explain away the customer’s complaints about an […]