Articles

You Say You’ve Got an Evolution

This is the third time in the last 20 years that I was certain that it was the end of the world, with a Cormac McCarthy novel waiting on the other side. We learn to cope, I suppose. We evolve. Emphasis is on the word learn. Here’s what I learned: Things are never the...

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There’s no app for this

How do you keep your brand relevant during these tough times? Here’s clue #1 – this is not a selling opportunity. My advice is all in this one word – empathy. Be open and out there, engage with your customers as humans. Do more listening than talking. In this post, I...

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A Crisis is a Terrible Thing to Waste

Interesting, this sitting here at home trying to stitch back your professional life, and perhaps your company. Who knows what the world will look like tomorrow? Given that we’re basically in the business of connecting you and your customers, we’d like to suggest one...

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Finding Your Compelling Competitive Differentiation in B2B

What is it that really distinguishes you, that separates you from the bunch, that makes your prospects sit up and take notice, and your competitors sit down in despair? Let’s talk about your competitive differentiator If it’s price, you’ve got a big problem, because...

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Why You Should Not Charge For Customer Training

Why? Because it makes good business sense, especially if you are a SaaS company. Let me explain. Many of these companies take a short-term view and want, or say they need, to emphasize revenue on a quarter-by-quarter basis. Their view is that training costs money,...

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What’s Your Competitive Differentiation?

As you look at the marketplace, what really distinguishes you from the rest of the bunch. If it’s price, you’ve got a big problem, because cornflakes compete on the basis of price. It means that you win if you are the lowest cost provider, and are faced with...

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