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We don't have anything to pitch, but we need to meet with our customers. What do we talk to them about? We focus so much on pitching, we have not developed our skills in understanding the customer and their needs. How do we walk into customers with a blank pad of paper and a few questions. Read More

This is primarily a sales training issue, but once trained, it becomes a sales management and coaching issue. Read More

Have you ever solved a gnarly problem after sleeping on it? I know I have. In fact, I've been known to sit down before bedtime and review a particularly challenging problem, just to tee it up for my mind to “work” on overnight. Read More

Women can make terrific franchise owners. Now, to find some... Read More

It is well known that providing customer service is vital in marketing your business for long term success. However, what does customer service really mean? Read More

When I was a junior Product Manager, members of the sales force would refer to another Product Manager as "Gunna". Although I am Australian, I had never heard this term before so I asked them what they meant, thinking to myself was this another corporate term I needed to know. After they laughed at my naivete they explained that "Gunna" was Read More

Big business marketers know that one of the most important elements of a successful marketing plan is knowing what makes you stand out from your competition. Before they spend any money on marketing tactics they work out what sets them apart and importantly what is meaningful to their target market. Developing your brand positioning is very import Read More

Community members are not going follow you around like puppies -- no matter how much you want your fans love you. Communities have ebbs and flows. People in those communities do as well. The guy or gal that's gung-ho about your product or service in September may disappear Read More

This is a story of how I was able to get my daughters to get beyond their fear of flying to have a vacation of a lifetime and the similarities in some cross-cultural hurdles. Read More

Some businesses lose sales because their international clients do not have the same understanding or expectation of what is offered or promised. As usual the cultprit is cross-cultural differences. Here is how to begin to improve your cross-cultural explanation skills. Read More