Continuing our series about leadership this week. I went to my library to find a book about leadership. Perusing one of those books I came across this. I read a story about General Earl Hailston, the commanding general of Marine Forces Central Command. The general was interviewed while he and his troops were a few […]

It’s a new day out there. For years we have been urging companies to brand themselves, to establish their own brand identity that will make them stand out from the rest of the pack. But now it’s time for individuals to brand themselves, especially salespeople. Whether you are an independent sales representative working for yourself, […]

Why Aren’t You Creative? A few years ago, I did a column where I talked about how companies were scared to get creative, to try something new. I even came up with  a list of 50 reasons  “Why it Won’t Work.” I’ve been flattered over the years since then that people not only remember that […]

There has never been a better time to market. Heck! There has never been a more important time to market. So, why is it that so many companies would rather drink poison, than market? Why is it that most companies will do anything, and I mean anything, but market their companies? I just don’t get […]

There is an old saying that goes, “people don’t fail, they just quit trying”. And I believe that this saying is especially appropriate in sales. There are so many times that salespeople will just stop trying rather than stick to it until they get the answer they want. Now I’m not talking about pestering or […]

Okay, have you had enough yet? Do you feel like this is never going to end? Have you exhausted all of your resources, including your calmness, and patience, to the point where you are ready to scream? Are you at a point where you don’t really care anymore, you just want to escape to the […]

We all know that behind every great company is a great story. We are all completely infatuated with stories, we love hearing them and we love telling them. I think it goes all the way back to when we were kids and got to listen to a story being read to us every night. Then […]

I spend a lot of time in this column talking about what branding is, what social media is and what marketing is and I try to get the message out that every company has a story to tell. It is our job as marketing professionals to create that story, make it an alluring and attractive […]

You can talk all day about how great your company is. You can tell people that you have great products, that your services are unparalleled and that you have the best customer service on the planet, and it will be to no avail. All you’ll get is a big yawn. The simple reason is that […]

Okay after eight weeks of lockdown, eight weeks of the world being scary, and challenging, and unpredictable, it’s time for a break. I have spent the past two months and counting working with companies and reps and salespeople doing what I can to help in any way I can to conduct business as usual. I […]