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Replace Confusion with Clarity by Cascading Communications

By Bob Smithers | August 3, 2009

Sales effectiveness often relies on getting everyone aligned around the same set of objectives and priorities. However, in large sales organizations there are always competing priorities vying for time and attention. Within this confusion and clutter, the must-wins and must-do’s essential to your success can get lost in the shuffle of lesser-important activities. Communications can [...]

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Landmark Study Will Chart Changing Consumer Needs, Attitudes & Behaviors

By Rusty Forman | February 9, 2009

A new study called the “2009 Emerging Consumer Consortium” (ECC) will provide the first definitive data and analysis of how the current economic crisis has altered consumer needs, attitudes and behaviors. The research, which will carefully and systematically cover 12,000 individuals across a wide range of demographics, begins Q1 2009 and will include at least [...]

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Shared Laughter Promotes Shared Vision For Sales and Marketing Teams

By Rusty Forman | February 9, 2009

Remember that great scene from Animal House when the Deltas have all been expelled and Bluto (John Belushi) rallies the frat to one final pointless act of vengeance? Well, a couple of days ago, we shot a team of sales reps for a consulting company re-enacting that scene, applying their own internal personas and messages [...]

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Good for What Ails You

By Bob Smithers | January 16, 2009

One of the 22 Immutable Laws of Marketing is the law of focus – which reads “the most powerful concept in marketing is owning a word in the prospect’s mind”. But creating that short label requires sacrifice. When you stand for something, you necessarily don’t stand for something else.
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