The Secret to Being a Smart Marketer

I love it when people understand that marketing is a core business function. I love it when they realize that before you can create a marketing plan you have to have a business plan. You have to know thyself and translate that into something that resonates with people...

The 8-Mile Rule

I’ve been watching a team underperform for months. When the team assembled in the preseason, the manager proclaimed “championship or bust.” The pundits marveled at their skill and the depth of the talent.  And the players looked around at how awesome they all...

We Are All in Sales

Did you know that the average person spends 40 percent of his or her job on sales? That works out to 24 minutes per hour. In a fascinating conversation with Jonathan Fields, Daniel Pink said that “the technology that was supposed to obliterate sales has turned...

The Truth About Being a Selling Success

My father makes his students write one-page briefing memos for the Secretary of State. He also dings them for typos. Being concise (and accurate) is a business asset. And it can be the difference between selling your idea (or initiative, or product, or service) and...