It takes more than a good product and great service to create a customer for life — a lifer. The ability to create a sense of common purpose and shared values makes loyal customers advocates of your brand. The ability to treat a customer as a … [Read more...]
Features, NO. Benefits, YES!
March 6, 2014 by
A few years go I met with the Chicago sales team of a major logistics company with a global presence. The swagger was unmistakeable. Their body language showed they were clearly not impressed by my academic background. "We 'sell' the network. We have … [Read more...]
A Partnership That Works — An Exception to the Norm
February 21, 2014 by
"Don't ever take a business partner," was the sage advice from my dad, many ions ago. He had been burnt on more than one occasion by his partner — his partner a victim of myopic thinking and jealousy that stemmed from financial and emotional … [Read more...]
Triumph and Heartbreak
February 19, 2014 by
What does it take to be an Olympian? There has to be a perfect blend between talent, countless hours of relentless practice, and a single-minded focus to be the best in the world. Years of preparation and sacrifice, countless hours of training, in … [Read more...]
