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The problem with press releases and most corporate communications

The problem with press releases and most corporate communications

| April 14, 2014 | 0 Comments

I have no idea why, but I recently found myself reading press releases. I surfed a dozen or so websites reading press releases of all sorts, from all sorts of companies.  They suck – press releases that is, not the companies. Here’s what’s wrong. Press releases overwhelmingly are about the company, not the customer. Document […]

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Anatomy of a bad sales letter: How not to make the sale

Anatomy of a bad sales letter: How not to make the sale

| April 11, 2014 | 0 Comments

Yesterday’s mail brought me a wonderfully written, one page, six paragraph sales letter soliciting my donation to a local foundation.  It’s formatted nicely, is hand signed, and accompanies a professional looking donation card. I bet they don’t raise much money. The problem with the letter is that it’s about them, not me.  It’s weak in […]

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Square pegs and round holes: A worthless sales proposition

Square pegs and round holes: A worthless sales proposition

| April 11, 2014 | 0 Comments

Are you fixing a problem that isn’t watched, measured or monitored by your target market?  If so, you’re wasting your time and your offering will never sell. You can have the greatest, most feature rich offering in the world, but if your target market doesn’t value the problem you solve or the opportunity you enable, […]

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Maintaining Price Integrity

Maintaining Price Integrity

| April 11, 2014 | 0 Comments

Last week I met with a small business owner, investor, and friend of mine to discuss specific investments he is involved in. He mentioned one of his investments, a software company, was wrestling with opportunities they are pursuing. This company my friend is invested in sells business software to F500 companies. They are a young […]

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“She’s not in right now. We’re not sure where she is.”

“She’s not in right now. We’re not sure where she is.”

| April 11, 2014 | 0 Comments

That’s what I was told when I stopped to briefly meet with a local executive. I was there without an appointment, but had a legitimate reason to be there, apologized in advance for not having an appointment, stated what I was there for, and gave good reason for being there unannounced.  A cursory search for the person […]

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Is vision planning a waste of time?

Is vision planning a waste of time?

| April 10, 2014 | 1 Comment

I’m not sure what I think about visions and vision planning. I understand the necessity and value of being clear in what you think, determining were you plan to go, and being thoughtful in how you plan to get there. But I’m not sure that’s necessarily a vision. Visions seem to be process driven, the outcome […]

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The origin of the quote and its relation to today’s sales and marketing environment

The origin of the quote and its relation to today’s sales and marketing environment

| April 7, 2014 | 0 Comments

A few days ago I asked a question about whether or not this quote is applicable to today’s B2B sales and marketing environment: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained negotiators, who demand satisfaction, and who litigate their disappointments. At that time, I didn’t reveal […]

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So-called interruption marketing

So-called interruption marketing

| April 4, 2014 | 0 Comments

An early morning conversation led to me think of this post. The point of that post is worth reminding us all – the problem with the problem with old calling is there is no problem. For all the talk against so-called interruption marketing, there’s a part missing in the complaint — if the interruption is something you […]

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Too good to be true? It probably is. That’s the problem and opportunity.

Too good to be true? It probably is. That’s the problem and opportunity.

| April 4, 2014 | 0 Comments

I just received in the mail another offer that looks great! Maybe too great. That’s the problem, it’s too good be true. Where’s the small print? I know there’s a catch in here somewhere. Why do I feel this way? Am I jaded? Remember when Blockbuster announced a “no late fees” offer that included restocking fees and automatic charges […]

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Is this quote applicable to today’s B2B sales and marketing environment?

Is this quote applicable to today’s B2B sales and marketing environment?

| April 3, 2014 | 1 Comment

I read something this morning I’d like to share with you: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained negotiators, who demand satisfaction, and who litigate their disappointments. I won’t tell you where I read it — yet.  I’ll share the exact source with […]

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