Managing Internet Sales

One of the biggest challenges for any company that sells a product is protecting its trademark and MSRP online. It’s even worse when you sell through others, whether they are distributors or retailers (or both).

The best way to maintain the integrity and legitimacy of the brand is to implement a tight policy that specifically [...]

30 Seconds

Businesses live and die in 30 seconds. It’s not a lot of time. True, given certain circumstances, it can seem like forever. But in reality, when you have to make a point, 30 seconds is never long enough.

And for good reason.

I’ve written about the importance of concise, targeted statements, keeping your core [...]

Compensate for the Right Goals

Last week, there was a story on the news about a guy in Tucson who followed a speed camera van around and held a sign warning drivers the van was there. He reasoning was that there was insufficient notification to drivers that the van was there to catch them speeding. The van is [...]

The Thing about Expectations

I’ve written before about expectations, especially managing them. But there is another side. For the greatest success, you must exceed whatever expectations exist.

Here’s the thing, once you meet, then exceed those expectations, you have now raised the bar. Created a new set of expectations. That you must now exceed.

It’s not very fair [...]

Making Something Different

I’m watching a repeat of the season premiere of Project Runway (yes, I am a fan). The challenge for the first week was to take grocery items and repurpose them into something fashionable. Many succeeded, while a few fell flat on their faces.

The most common error was taking an existing fabric—like a tablecloth [...]

Walk the Talk

We’ve been interviewing a number of local PR agencies lately, and I have to say, for the most part, it has been a disappointing exercise. They talk and talk without truly understanding that this is the equivalent of a job interview, and we expect them to be at the top of their game. [...]

Execution Matters

I was speaking recently with my CEO, and the conversation took a rather predictable turn. For the last several years, I have held firm to the belief that ideas, in and of themselves hold no value. The real value of an idea lies within your ability and willingness to execute.

And how you execute [...]

Leave Me Alone

Since purchasing our new house, we have received an obscene number of mailings, all looking alike but from different vendors (I think) telling us that we have to enroll in bi-weekly mortgage payments. Others inform us that we must take out mortgage insurance.

None of these notices are from our mortgage company, mind you.

The notifications [...]

Ensure Your Customers Are Successful

Here’s a quick question for you. When you sell to your customers, what are you doing to ensure their success? This most likely is targeted to you B2B folks, but it could go to just about anyone selling anything.

Because to the best companies, selling isn’t just about the sale. Or even the [...]

Managing Expectations

On Friday, I wrote about closing loops on everything—questions, requests, complaints, whatever. One thing that will make closing those loops much easier is by properly managing expectations.

This concept is one of the most important business lessons I have learned. It truly is a 360˚ method of management, because it goes up, down and [...]