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Delivering Breakthrough Marketing: Viewpoint, Value and Velocity

Most CEOs I talk to have a jaded, if not skeptical view of marketing.  While they recognize the importance of marketing to their long term success, they have a hard time understanding and measuring how well marketing is doing.  And while more mature organizations have a good handle on very well tuned marketing metrics and measurement, the question is still always

Are You Experienced? – A Declaration for 2012?

When I was a wet behind the ears sales rep in the Rolling Meadow’s Illinois branch office in 1986 (yes, they had computers back then :)), I remember the big sign that hung on the wall; Calls + Demos = Sales Now this office sold everything from PCs to copiers (yes, IBM sold copiers) to mini computers (S34, 36, 38, and

Poking Through the Clouds, Three Strategies for STANDOUT Category Positioning

About 5 yrs ago, I had the pleasure of sitting through sales training with John Costigan. I remember John’s opening as he said something like, “How are you?” and got the typical quite reaction. John went on to say something like, “when I am asked, I say “OUTSTANDING” and you should too. Because to STAND OUT, you MUST BE OUTSTANDING”. Fast forward to last