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BUSINESS MARKETING: Leadership is much more than 'follow me!'

Looking through the business book listings under the topic of leadership, I found hundreds, if not thousands of references. Leadership is a popular topic. Why? Because very few people (think John Wayne in some iconic movies – and they are fic…

September 20, 2014 3:42 pm

BUSINESS MARKETING: A 'relationship' and 'Friendship' are very different

Recently I heard a businessperson’s sad lament over a lost client, “Oh, I thought we had built such a strong relationship with them that they were our customer for life. We played golf together, we went to dinner together, we sold lots of stu…

September 09, 2014 2:19 pm

Something good to tell? Shout it, don’t whisper

Most companies work hard to keep their service, quality and value promises to customers, not as something extraordinary, but as part of their normal existence. “It’s what we do here every day at XYZ Enterprises.” So they rarely make a big deal of it.

September 06, 2014 4:26 pm

BUSINESS MARKETING: Don’t be mediocre - 'good' isn’t good enough

In today’s competitive marketplace, because of massive technological change  we are seeing huge disruptions in our marketplaces.

August 31, 2014 6:19 pm

BUSINESS MARKETING: Sometimes you must 'reinvent the wheel'

How many times have you been considering something – maybe introducing a new product or service, a different internal process, perhaps a change in your marketing geography – and said something like, “we don’t want to reinvent the wheel”?

August 23, 2014 4:45 pm

Start your planning session with the 'hard points'

For many people, the process of planning is difficult and the hardest part is getting started. Often the difficulty is staring at the proverbial blank sheet of paper, white board or monitor that is intimidating, causing a case of severe procr…

August 10, 2014 12:00 am

BUSINESS MARKETING: My baseball card collection and your CFS

It’s been a long time since I collected baseball cards, but I remember vividly the little table on the back of each card that illustrated various statistics on each player. In business we call those stats critical factors for success, often r…

August 02, 2014 7:35 pm

BUSINESS MARKETING: Problems, symptoms, causes and then solutions

I got a number of emails after last week’s column about asking “management auestions” to solve problems forever, so I thought I would expand on this theme this week.

July 26, 2014 2:32 pm

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
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