Sales and Marketing

We recently bought an ad for a client, and the ad rep suggested we make a big deal out of the fact that our client has been in business for 130 years. I politely told …

The most misused word in sales will surprise you. It’s “value.”

Value is a misguided, misused, maligned word, whose meaning has gone dormant. It is used without meaning, understanding and implication. It’s bantered about in …

So many aspects of owning or running a business are difficult.

• It’s tough to hire the right employees.

• It’s a challenge to create a work environment that encourages your team to routinely go …

I’m angry about the (mis)information offered by “experts” about referrals.

I’m not angry because the majority of their information is totally off base and bogus. I’m angry because you might believe it, take it to …

Is there a science to Facebook engagement?

According to a recent study sponsored by American Express Co.’s Open Forum, the answer is yes.

Here are some of the findings from that report:

• Facebook fan …

As a collector of sports memorabilia, I’m on a bunch of mailing lists. Most of the offers I get are for items I can buy almost anywhere – except for the offers from Steiner Sports.…

Seems like every marketing book, blog and study is talking about how we should be using storytelling as a marketing technique. I couldn’t agree more. Unfortunately, I think most attempts fall short.

Marketers clearly believe …