A Moment of Clarity

Getting Unstuck In Sales and Marketing

Too many companies get stuck when it comes to sales and marketing initiatives from analysis paralysis. The trouble is that they are trying to make decisions outside of their core expertise and it costs thousands in lost time, endless meetings and late or non-existent execution. Here I discuss the issue and offer solutions.

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What kind of car are you? And Other Stupid Questions You Should Never Ask Clients.

I’m a huge believer in polling your customers to uncover key insights into how they buy, what they think, how they evaluate similar suppliers, etc. In fact, most of my assignments start with customer phone interviews, because the information uncovered during these conversations is priceless when it comes to developing a strategy that is truly relevant to the people who actually buy your products or services. Fundamental marketing. I get it.

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Lies, Damn Lies and Statistics

When it comes to creating a sustainable funnel of customers, throwing more money at the problem isn’t the answer. A wise man said “That’s like giving a bicycle to a fish.” That wise man may have been slightly drunk but I think he was on to something.

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