Can competitive advantages help a company compete when there is one company in the market that is so big and dominant that it is thought of as the 800 pound gorilla? We’ve had a number of clients significantly grow their business attracting customers away from bigger competitors by showcasing significant value propositions based on validated…

Scroll to bottom to add a comment Everyone knows that loyalty programs are offered by airlines and hotels.  In fact, it’s hard to compete in these industries without offering some type of loyalty (or frequent user) program.  Buyers have come to expect the perks and benefits that come with such programs.  Which means those programs…

In the first half of my career, I worked for a major international airline.  That’s when I got to see firsthand the value of learning what customers must have if they are to choose you and remain with you. I quickly observed from our thousands of passenger surveys that there was one thing that had…

Elon Musk made massive headlines with his $44 billion purchase of Twitter.  Many critics of the purchase tout that Musk doesn’t appear to have much of a plan to make money (Twitter has lost money in each of the last two years).  I’ve been fortunate to be involved multiple times with CEOs who have purchased…

I wanted a new sofa for our outdoor porch.  I shopped around until I found the perfect fit and match for the rest of the patio furnishings.  I saw the sofa online and then called the store to see if they had it there to go “see and touch.”    The salesman told me “If you…

I recently bought a new car.  It can be a considerable investment.  Most of us will do a fair amount of research on the vehicle of choice from options to pricing.  It’s a good practice to be adequately armed.  Yet in business many companies make significantly larger investments setting up new profit centers or buying…

It can if you don’t time the ask right Lately I have been writing about personal experiences because it has been so rife with poor, almost comical sales experiences.  Lessons show up every day on what “not to do” in sales encounters. I recently requested a quote for hedge trimming at my home. The landscape…

Today’s world cannot tolerate the old script selling methods of yesterday.  It is understandable if you have a mob phone bank of undereducated or untrained workers, a script may be necessary as the lowest form of consistent messaging. However, when an individual business representative is dealing directly with another individual, as opposed to the masses,…

Many organizations have growth goals, but are being held back by an inability to attract and keep workers. They are learning that a big impact of the pandemic has been a change among workers in what they want from a job.  Millennials make up the largest segment of the workforce and generally have very different…