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BUSINESS MARKETING: Ask management questions and solve problems forever

Problems. Every business has some problems of one kind or another. Sales problems, quality problems, employee problems, production problems, inventory problems, financial problems. The list goes on and on.

July 19, 2014 10:32 am

BUSINESS MARKETING: Say it like a frefly

I was sitting outdoors a little after dusk on a warm summer night mesmerized by the magical glow of fireflies flickering, illuminating, building awareness and bringing momentary joy.

July 12, 2014 10:27 am

BUSINESS MARKETING: Does your guarantee help close more sales?

Every purchase, no matter how small, has an element of risk in it for the buyer. To some degree, this element of risk reduces the chances  someone will actually make a purchase. If the prospect feels they are assuming too much risk, they will…

June 28, 2014 4:12 pm

BUSINESS MARKETING: Solid goals produce solid results

Every businessperson has goals, most have lots of them. But when asked what those goals might be, most communicate their goals in “fuzzy” terms like, “more sales and profit,” “give better service,” “fewer inventory outages” or “more efficient…

June 14, 2014 3:02 pm

BUSINESS MARKETING: Self-fulfilling prophecies and self-limiting beliefs

While preparing for a presentation I will be giving next month, I had to review some material that was filed in my filing cabinet.

June 07, 2014 11:16 am

BUSINESS MARKEING: Escape the gumption trap today

Every so often I, like most people, fall into a gumption trap.

May 31, 2014 10:23 am

BUSINESS MARKETING: Stop sitting with your friends

One business activity I have been involved in for many years is attending networking events – chamber meetings, “business after hours,” conventions and industry seminars, etc.

May 24, 2014 10:05 am

BUSINESS MARKETING: Yes, there’s a 'time for every purpose'

This is not a column about bird watching, but for the past month or so we’ve been enjoying watching migratory birds on their seasonal travels.

May 17, 2014 10:46 am

BUSINESS MARKETING: Exceptions create exceptional businesses

Many if not most business activities are repetitive. No matter the industry or what you do within your industry, your company produces something, gets stuff from vendors, has a bookkeeping function and deals with customers and prospects.

May 10, 2014 3:29 pm

BUSINESS MARKETING: So what am I … a mindreader?

Sooner or later, everyone in a leadership position hears someone say, “I didn’t know what you expected” or “I didn’t know how you wanted me to do it” or “I didn’t know when you wanted it done” or “I thought I did it right” or any one of many …

May 03, 2014 10:02 am

BUSINESS MARKETING: Your brand – strong or a mishmash?

The primary use of a brand is to focus attention on a company’s core differentiation and make it memorable. To do that, the brand must be easy to comprehend and illustrate benefits.

April 22, 2014 10:12 am

BUSINESS MARKETING: Follow-up is just (un)common sense

Why is common sense so darn uncommon? Well, if I could answer that question I’d probably win the Nobel Prize.

April 19, 2014 1:42 pm

BUSINESS MARKETING: Innovate or die

Last week I had the pleasure of sitting in the audience at the Society of Innovators Leader Luncheon where a number of innovative community leaders from government, industry, education, business, nonprofits, and science spoke.

April 12, 2014 11:01 am

BUSINESS MARKETING: Right place, right time, right offer

The other day I heard a faint warbling sound in the sky. Looking up, I was able to spy a flight of sandhill cranes making their way north on their annual springtime migration. Just as swallows fly back to Capistrano, cranes, robins, geese, du…

March 25, 2014 5:35 pm

BUSINESS MARKETING: Golden handcuffs

It’s happened yet again. I was told that old, sad story of the loyal customer who suddenly became disloyal.

March 22, 2014 11:00 am

BUSINESS MARKETING: When it hits the fan

Every so often everything is going smoothly, the marketing is working, the cash register is ringing, and customers and staff have smiles on their faces. Then suddenly something awful happens, and it all goes wrong.

March 15, 2014 10:57 am

BUSINESS MARKETING: Active listening sells more than talk talk talk

The highest percentage of sales presentations revolve around the salesperson talking, talking and talking some more.

March 08, 2014 9:23 am
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