Category Archives: CEO

Stop Riding The Marketing Cycle!

A sales and marketing phenomenon I call the “marketing cycle” is similar to general economic cycles as dictated by the law of expansion (growth) and retraction (recession). In economics, business activity ebbs and flows, not always in a predictable way as the global economy is endlessly dynamic. The only thing predictable is that the cycles will repeat […]

CEOs and Consumers Decide Differently

B2B and B2C Marketing target the same emotions but different motives. Does your company sell mostly to individual consumers? If so, your customer targeting can get complicated and may require a high degree of personalization. Consumers’ tastes and preferences in features/benefits run in multitudinous different directions and with choices at their fingertips, you need to […]

Executive commitment is marketing gold!

Just a decent photo and two or three bullet points… I’m begging you! Is this too much to ask a man or woman with some authority and resources? For some business owners and executives, it may seem like a nagging request. Why should they take time away from their important work to jot down notes […]

The Secret Weapon in Your Communication Tool Box

Emails are focused, written communications that are easily searchable and provide a permanent record of discourse. Email is also a handy tool for file and link sharing but emails are woefully ineffective in a very important area of business communication; impetus. Emails lack the moving energy to solve problems or improve situations. They become buried, […]

The Formula for More Business with Less Stress

Stay relevant, better yet, indispensable! I tend to worry a little about business in the summer. I know myself and I know human nature. Summer in New Hampshire is like paradise if you’re an outdoorsman. The calls of the lakes, mountains, golf courses and beaches pull us from our office chairs on beautiful afternoons and sometimes even […]

Change your words to grow your business!

If you confidently walk away from price competition then you’re probably a better communicator than your competitors. While they talk about how great their quality and service are, you’re already “rolling up your sleeves” with the prospective client and pointing out how you will help change their business and improve their lives. There’s nothing new […]