Sales and Marketing

We make fun of them, we swear we never watch them – yet they are everywhere. Reality shows.

They’re both grotesque and fascinating. They also contain some marketing lessons for us all.

High Emotion/Drama: There’s …

The definition of “referral” will surprise you, and at the same time make you understand why you don’t get as many as you expect or ask for.

The definition of “referral” is: risk.

Do you …

The 39 participating restaurants in the Greater Des Moines third annual Restaurant Week earned an estimated $125,000, an estimated 30 percent increase in business compared to a regular week, according to the Greater Des Moines …

When sales are slow – as they might be for you right now (and no one knows when they’re going to speed up) – you have to look for ideas to capture more of the …

In marketing, sometimes we need to take a twist on the famous Telly Savalas line, “Who loves you, baby?” and ask “Who hates us?” I know it’s counterintuitive, but the initial pinch is worth the …

I just read this quotation: “The key to successful leadership today is influence, not authority.” WHAT? Eh, not quite.

It’s sounds good when you first hear it, but it’s completely without merit, and also downright …

In his book “The Innovator’s Solution: Creating and Sustaining Successful Growth,” Clayton Christensen writes: “How do you create products that customers want to buy – ones that become so successful they ‘disrupt’ the market? It’s …

Been in sales for more than five years? Notice any changes? Of course you have, but probably not the ones I’m going to talk about.

I’m NOT talking about the economy, customers in financial trouble, …