Do You Remember Who You Work For?

I’ve been having discussions lately with early stage startups, companies in sports and entertainment, nonprofits, and a bunch of other industries. Let’s just say, I’ve talked to people across the gamut of industry of late. They all have a pretty decided POV about what their company is, in some case well deserved. In others, not so much. I’ve heard: “We …

If your name is signed, make sure its your signature

I got a card in the mail earlier this week from a nonprofit organization that I have donated to in the past. The note was nice, thanking me for my gift last year, telling me what the gift had enabled them to do. All pretty standard nonprofit fare, but when I got to the end of the note, there was …

Better or CHEAPER?

In today’s economy, we’ve become overwhelmed with choice. There is a seemingly infinite number of options for IT products, professional services, entertainment, nonprofit causes, whatever. The challenge that all of us are dealing with is that because our attention is so divided and the competition is so great that we have been forced into two competing silos: Better or Cheaper. …

The art of the dodge…

Doing things the way you’ve always done them is a dodge. Falling back on the old metrics of success is a dodge. Saying, “that’s the way it is.” That’s a dodge too. Unfortunately, for too many of us, dodging the tough decision is the easy way out. Its very difficult to change from a business model built around outdated selling …

Are you merely transactional?

I was listening to Anthony Innarino‘s appearance on Troy Kirby’s podcast last week and Anthony talked about the 4 levels of value in modern selling. Great stuff! Check out all of them. But that got me to thinking about what you and I are doing. In today’s selling, the act of solving a problem is almost useless. Problem solvers are …

Marketing Isn’t Pitching…

Too many decks and assumptions I see when looking at marketing plans are all about the “pitch.” And, it is no wonder that they fail. Because marketing isn’t about pitching. Marketing is about a series of commitments, assumptions, and choices. Commitments:  How do we improve our clients? How do we make our clients lives’ easier? Here’s the promise that we …

The least effective marketing is…

The kind that is solely focused on you and what your product or service does. The most important kind of marketing focuses on the other side’s challenges and the opportunities that working with you will create. When you write it down, the distance and difference seem small. But when you really get down to it, the distance between me and …