A Moment of Clarity

Your Business is a System

In this week’s Moment of Clarity I share my thoughts on how seeing your business as a system can help you improve and grow your business.

About fifteen years ago I completely disassembled an old Corvette I bought in a fit of bad judgment at a swap meet. Every bolt. Every washer. Every piece of wire.

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The Magic Marketing Bullet – revealed

For years now I’ve kept this highly guarded secret to myself because I didn’t want to let clients in on something that would surely render me useless to them. It’s not like I haven’t been asked a thousand times to reveal this secret – it comes up all the time in various forms but the essence of the question sounds like “What is The Magic Bullet marketing thing I can do to instantly make sales?” I know it is selfish of me to keep this magic to myself. A client who knew this sacred information has no need for the marketing and advertising industry. In fact, the Industry has kept this information locked up in secret, hidden file cabinets for years to ensure they have an unending stream of clients who will pay them to reveal bits and pieces of The Magic Bullet – but they never revealing the entire[…]

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Eat Your Vegetables.

My friend Matt Shultz sums up marketing strategy thusly. Companies want to eat their dessert first. We all love the sexy stuff of marketing dessert – web sites, brochures, videos, etc. But nobody wants to eat their vegetables first. Marketing strategy is the vegetables.

And if you want a healthy sales program, you have to eat your vegetables.

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B2B People, Read This Book

I recently dug this up from an old collection of books I keep for some reason although that reason has long escaped me. (I don’t remember setting out to be a library nor do I consider myself some kind of creepy bookworm. )

There are a number of books that have helped me sort out how B2B companies go-to-market and how marketing should work but Ogilvy On Advertising is easily one of the best.

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Omnipresence: The art of being everywhere

Physics dictates that you can’t be in two places at the same time. With all due respect to Mr. Einstein, I disagree. When it comes to marketing, omnipresence is a worthy and achievable goal. In fact, being everywhere is easier and less expensive than you think. I hope it seems obvious why you would want to be everywhere. Familiarity is a powerful force when it comes to marketing and sales. Sometimes this is referred to as “top of mind” – the first option someone thinks of when they have a need. When a company or brand is familiar, this often equates to credibility and the idea that “they must be good, I hear about them all the time.”

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5 Red Flags That Show Your Sales Process Sucks

After 30 years of working with clients to solve problems that are killing their revenues and profits, I’ve identified a number of red flags that tell me loud and clear something is wrong with how that client is selling. The good news it isn’t hard to fix.

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