There are so few opportunities for redemption in the cold, hard world of B2B selling. Deals are big, cycles are long, memories are longer. But just as tennis offers a second serve, sales offers the get-out-of-suckiness-free card in the form of the follow-up . Last week we met some lazy, ill-equipped and dangerously eager sales people […]
Six Ways to Not Suck at Selling Things to Me
Did I send some message into the universe that attracts bad sales people? Is there a rehab centre nearby for under-performers? Have suppliers everywhere been forced to hire chipmunks and voles instead of real Sales Squirrels? I’m in a new role these days, one that spends more than the old role. Plus I’ve been pretty […]
A Tale of Two Transit Ads
What the heck is happening to transit advertising? I used to be able to kill a ten-minute subway ride by reading the ads. They were never particularly good, but they amused. Lately, I have to fend off the “experiential” marketers and their 20 second facials. Or bypass the freshly-wrapped turnstiles, ticket booths and slow- moving […]
Why Marketing Needs to Find the Church Key
I met a guy named Dan on the plane the other day. He was on his way home from something his company calls ThinkFest. He had a laser tag trophy, a book about teamwork and a two-day pile of unread email to show for his trip. “I used to hate some of my coworkers,” he […]
Every Little Thing You Do is Branding
(Originally published July 2012) Right after I realized I wasn’t going to be crushed by a furniture truck, I figured out a thing about brands that many companies forget. And that thing is that every action perpetrated near or by your brand should expect to generate an equal and opposite reaction. So the furniture truck […]
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