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Increasing Sales Velocity
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What American Airlines Can Teach Us
The airline industry is one of the most commoditized industries in the world. From a marketing perspective, the airlines' biggest challenge is that they are virtually unable to create demand.
Do You Know What Keeps Your Customers Up At Night?
How much time do you spend within your company talking about what the world looks through your...
Hertz - Not Exactly
I was recently on a business trip to Chicago to make a presentation. I am a member of Hertz’s #1...
Most Messages Are Meaningless
Last year, I presented a proposal to a prospect, who is now one of my favorite clients. The...
Putting Customers At The Center
Peter Drucker often talked about the fact that a customer is everyone's boss. Enlightened companies...
To Attract The Right Prospects, Be Willing to Repel The Wrong Ones
I’ve just returned from a meeting with a group of other fast-growth entrepreneurs.
Rapid Prototyping
I was talking with a client of mine this morning about my comments about embracing mistakes. In my...
Want Fast Growth In 2007 - Don't Push For Too Much Too Soon
The beauty of a new year is that we all begin at zero and anything is possible. Our revenue goals...
Why Warren Buffet Is Wrong
A client company recently hired a new salesperson. She’s got a ton of talent and she is very...
The Wrong Question
I recently had a conversation about some marketing initiatives. As we were outlining our...
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