HBR’s Doomed Management Tip of the Day

Posted on Jun 20, 2018

I’ve reaffirmed this same New Year’s Resolution for decades: I’d like to grow two inches taller this year. (Hey, it worked for a while into high school.) Since the millennium, however, I’ve experienced results that are, let’s say, somewhat disappointing.)   Which brings me to today’s Harvard Business Review Management Tip of the Day. Most days, […]

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Marketing analytics starts with … paying attention.

Posted on Jun 6, 2018

Analytics are useless if they’re not actually, you know, analyzed. “Who visited your website yesterday? Who read your blog?” “We … don’t know.” “Do you have analytics?” “I guess so. Maybe Google analytics?” “Okay, but who paid attention to those numbers this week?” “Um. Uh –” Why pay attention to the numbers? Monitoring user behavior […]

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Is GDPR the new Y2K?

Posted on May 24, 2018

Oh, you remember Y2K. At the stroke of midnight on December 31, 1999, airplanes would fall out of the sky, computers would implode, the moon would turn blood red and you’d forget where you put the car keys. Most of that didn’t happen, BTW. Now we have GDPR, and some people and many businesses can […]

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Could “robots” assist your sales A-team?

Posted on May 9, 2018

Yes. To understand why that’s a not-scary thing, first think about any process where robotic tools have proved invaluable. On an assembly line, for example, welding part A to part B precisely, repeatedly, reliably, with never a rest, complaint or pee break. That’s what made factory robots a crucial investment. But sales robots for B2B? […]

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Need a website autopsy? Or just a checkup?

Posted on Apr 19, 2018

We are offering you a website autopsy. Free. What’s that you say? Your site is alive and well? Well, maybe not well. Well, not up to par. Well then, does your site need a cosmetic touchup – or major surgery? Bandaids or scalpels? An annual physical or resurrection? We offer diagnostic tools plus a couple […]

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Do you know #theOtherSEO?

Posted on Apr 13, 2018

If you invest in SEO, it’s probably because search engine optimization seems so measurable. (And it is.) But hey: you need the other SEO even more: Sales Efficiency Optimization. SEO success is far and away the best first step on the buyer’s journey, but it’s #theOtherSEO that fills the funnel, feeds the bulldog, unclogs the pipeline […]

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How to identify, then crush, your fiercest competitor

Posted on Apr 5, 2018

Name two of your competitors. You probably missed the fiercest one. Let me explain. Prospects, the people you want to do business with, are already doing business with Other Guys. (Let’s call them the OGs). You can’t magically invent new human beings, so your challenge is to overthrow existing loyalty, to steal customers away from […]

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Your brand is in one of five buckets

Posted on Feb 19, 2018

Whether you’re a babysitter, a bakery, or Berkshire-Hathaway, prospects will mentally sort you into one of five buckets. Your brand will be pigeonholed (instantly!) as: New. Different. Better. Cheaper, or Doomed. “Doomed” may seem a bit harsh, but “forgettable”, “ordinary”, “exaggerated” and “bullcrap” all lead to doom eventually.  “New” is good but temporary. A “blue-ocean” position, which […]

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You can’t manage what you don’t measure.

Posted on Jan 28, 2018

It is easy to measure “sales” for a business Sales, as most people define it, is a simple number. Checks get deposited, contracts get signed, cash registers ring. Easy peasy, do the math. But but but … things get much trickier when you try to measure what leads up to the sale. The ROI of […]

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Are you a manager … or a coach?

Posted on Jan 6, 2018

There’s a new book by “the Vince Lombardi of business coaches,” if I may quote myself* Dave Baney’s new book is available on Amazon, and I highly recommend it to anyone who supervises a team. The 3 x 5 Coach is a guide that quickly resolves the “manager vs. coach” question then provides a clear […]

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