How would you describe your company’s basic business-to-business sales philosophy: passive/reactive or aggressive/proactive? The passive/reactive philosophy is not necessarily the wrong approach just as the aggressive/proactive philosophy is…
By Terry Bolda Previous blog postings have explained the advantages of having professional and regular communications with your target audience, whether it is a letter, annual report, blog…
By Jim Buell What if Henry Ford had only listened to his customer? I don’t think he would have been nearly as successful as he was. Henry Ford…
By Peter Rathmann Customers are disappearing, buying habits have changed, profit margins are shrinking, marketing budgets have been stripped, and the competition is entrenched. To compound the problem, your…
By Terry Bolda Call me old-fashioned, but I still subscribe to a daily newspaper. I’ve been doing it since my college days. I treasure the walk to the…
By: Ken Forbes, MBA We knew the Jeep Cherokee buyer was a little bit different than competitive sport utility buyers. The Cherokee buyer had a higher income, was…
By Terry Bolda It’s a whole new world out there when your business needs to adapt from traditional marketing to digital marketing for the web. The tri-fold brochures…
By Jeff Tetzlaff I recently sat in on a meeting of Oak Hill Business Partners. Of the many topics they discussed, the one that caught my attention concerned…
By: Peter Rathmann, MBA To be competitive in the market place today, you had better be a market-oriented organization. Your sales team may be increasing the number of…
By Mike Williams A colleague of mine, Jamar Cobb-Dennard, (http://www.linkedin.com/in/lifeforce ) tells this story. He met the person who has now become his best client literally in an…