If I asked readers of this newsletter, “Are you on LinkedIn?”, my guess is that 95% of you would say yes. But a better question is this: Are you deriving value from it? I’ve immersed myself in this platform over the past couple of years and wanted to share my biggest...
Are You Out Of Tune with Your Salespeople? CEOs are charismatic leaders who have a vision for their company and many responsibilities such as developing products, selecting the right people, engaging with the marketplace, and making critical decisions across the...
Let me share a story about a B2B company that failed to think like a B2C. Years ago when I started my first managerial position as a marketer at a bootstrapped startup, I was seeking a promo company that could produce all the swag, clothes, and random goodies we’d...
When I ask manufacturing leaders “What makes you different?”, I most commonly hear: Our customer service Our deep expertise and experience Both are great things. But here’s the problem: Until a customer experiences them first hand, they have no reason to believe you....
If you had a manufacturing issue on your line, would you keep running it the same way? Chances are you would halt everything and fix the issue, right? So why aren’t you running your sales department the same way? Measuring Is Key When it comes to your manufacturing...
A few months ago, I wrote an article for this column titled “How (and When) Manufacturers Can Measure Marketing ROI”. This one is its much less beloved (but equally important) counterpart. First, a little context… The insanely fast acceleration of information...