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Category Archives: Sales leadership

Sales Lesson #1: Don’t “Get” Your Customers to Do Anything!

Every so often, an article with a title like How to Get Any Customer to Take Action Immediately, burbles into my newsfeed. There are infinite variants. No matter what you want your customers and prospects to do, you can count on finding a putative method for making it happen. But for all the how-to’s devoted […]

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Considering a Career in Sales? Find Something Different!

“Do you know what a sales interview is?” a friend of mine quipped. “It’s one person lying about the future, talking to another lying about the past.” My friend knew his joke contained truth. Newly retired from B2B sales, he wasn’t sanguine about the future of the profession. As we chatted over lunch, I added […]

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Hate, Bad Product Placement, and Brand Risk

  What keeps marketing executives up at night? A duo of sticky problems: how to create unique product designs that consumers easily recognize, and how to ensure consumers prefer their product, and not ones that appear similar. By solving these two challenges, marketers earn a beautiful gem: brand equity. Enjoy it. Cherish it. But remember […]

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Is Maximizing Shareholder Value Poisonous?

If you grab your favorite marketing book and boil away process diagrams, statistics, and literary fluff, just two words will remain: create value.  Easy-sounding advice, but for most executives, it’s wicked hard. An ideal place for opportunists to step in and promote simple answers and quick remedies. Business leaders have an insatiable appetite for how-to’s […]

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The Unfinished Business of the Internet

These days, people have reasons to keep secrets in Washington. But I have a good grapevine, and as soon I heard scuttlebutt that Vint Cerf, Google Vice President and Chief Internet Evangelist would be speaking this week in Northern Virginia, I knew I wanted to be there. Odd that in the Internet age, finding details […]

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