This is sure to be a controversial message to some folks, so I will make every effort to present both sides. I know I am sticking my neck out, but here goes. As we help companies uncover their competitive advantages, often some will immediately tout their strong Net Promoter Score. I always cringe when I…

We review our client’s websites, as well as their competitors, to see how – and more importantly, if – they convey competitive advantages. After viewing hundreds of sites, we rarely find anything meaningful.   What is most prevalent is the latest trend in how to set up a website. Style for websites is beginning to…

In our experience, it is always surprising when conducting a review of a company’s sales and marketing message to learn that there is little or no consistency.  Often the website message doesn’t align with the brochure, and neither match the sales PowerPoint.  Then, let’s add that each member of a sales team will often a…

All businesses know they need to deliver what the customer wants and needs most.  Nearly all sales people love to tout how “customer focused” and “customer centric” they are in meeting the needs of their market place.  But do they have a solid value proposition based on relevant competitive advantages?   I have asked nearly…

In today’s environment, we would be hard pressed to find anyone to argue against the idea that “time” is the most valuable commodity to most business people. (and for that matter, for most people, period).  We are slammed with an endless “to do list” at work and at home. The demand on our time accelerates…

Every one of us have these hideous experiences weekly, if not daily: Trying to get a person on the phone is impossible. We get so frustrated when we are put on hold, told to call back later, or our messages are just ignored. I booked a repair service for my home. They said they would…

Social networks and on-line communities have become major sources of feedback because their members tend to accept what fellow network members endorse. And the impact of social media continues to grow at staggering rates. Facebook, Twitter, LinkedIn, Snapchat, Instagram and other social networks are now a central part of millions of people’s lives, especially the…

Prospects and customers buy for different reasons more often than you may think, yet many sales people use the same pitch for both. Our research shows they differ in buying values about 75% of the time. This leaves the door open for the competition when relevance is ignored. There are variations on the theme for…

While this may sound like blasphemy to companies who organize internal teams to come up with their company’s mission, and to the CEO who is told good leaders define and share their vision, I’ll ask a simple question:  once a vision or mission statement is clearly articulated,how many companies enforce and revisit the goals of…