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Trot out the same old tired sales pitch and watch the competition eat your lunch. Meaningful business stories sell because they engage customers to buy. But sales and marketing folks often fail [...]

Not every employer has unionized hourly employees. However, there are lessons to be gained from this ISSA Straight Talk interview hosted by Jeff Cross. It was quite a learning experience and [...]

Years ago, in a galaxy far, far away, B2B suppliers searched for unique competitive advantages. With one in hand, suppliers wowed buyers, bested competitors, and raced at warp speed beyond [...]

Duration and place. If you want to get B2B marketing messaging right, pay attention to these two factors. Duration Jacques Pépin, a French chef and television personality best known for his [...]

Foundations dictate potential. They determine how high an enterprise can be built. This is true for the Leaning Tower of Pisa, and B2B suppliers. In 1173 A.D. the Tower of Pisa was started and [...]

Selling requires a meaningful and compelling business narrative – a sales story. Or why would customers talk to you? And in the world of business narratives there are only three breeds; the [...]

Unfathomable sums of money are spent on sexy new technologies for sending out marketing messages. All this cool new technology can put a fine point on what’s missing in action. And [...]

The ASIS security convention in Las Vegas provided a wonderful marketing tutorial. It was a carnival of booths desperately shouting for attention. All trying to differentiate themselves. Millions [...]

Business cliches never die. We first published a contractors version of business cliches as “Quicksand Words & Phrases”. Seth Godin points out they’re used primarily to talk [...]