How To Create Value

How To Create Value

by | Feb 16, 2013 | Marketing

Something is valuable only to the degree it is scarce.  Original art is scarce because there is only one.  Diamonds are valuable because they are difficult to locate, found in only a few places around the globe, and hard to unearth. Contrast this with what you do, or...
Delivering Value To Customers

Delivering Value To Customers

by | Feb 12, 2013 | Marketing

My friend, and mentor Joe Jones taught me an important lesson about delivering value to customers.  That in the selling process, typically the most concerned person about price is the sales rep. Competitive markets drive prices lower.  When companies fail to train...
Why So Few?

Why So Few?

by | Feb 4, 2013 | Marketing

Something to make you go…hmm!  Have you ever wondered why the world produces so few exceptions to the rule.   What’s wrong with our system that we haven’t had another Einstein, or Edison? We’ve got a world full of good athletes but so few great...
Same old run of the mill

Same old run of the mill

by | Feb 3, 2013 | Marketing

We waste a lot of time, energy, and money, on things that are the same old run of the mill. We take the same old run of the mill vacations. Eat at the same old run of the mill restaurants    Watch the same old run of the mill TV shows, and films.   Why is the world in...
Creating A Connection Based Culture

Creating A Connection Based Culture

by | Feb 2, 2013 | Marketing

When your clients talk to others about the what they buy from you, it’s likely not about the products or services.  When I think about the favorite places I’ve worked, I seldom think about what I sold, or the marketing I did.   Fortunes 2013 Best Companies...