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Never Punt – Winning by Challenging Conventional Wisdom

Unless you are a hardcore (American) football fan, or happened to just catch the latest episode of HBO Real Sports,  you may have never heard of Coach Kevin Kelley of Pulaski Academy in Little Rock Arkansas.  But if you are a football fan, I’d imagine you may hear about him soon even if you forget about this blog.  You see, Kelley’s teams haven’t punted since 2006.  And in

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