Curse of Knowledge

March 8, 2010

As an entrepreneur, you live, breath, eat, and dream your business.  You know your industry better than anyone else and are an expert in your field.  Knowledge is power, but it can also be a curse. It can be a curse because knowing something so intimately makes it difficult for you to put yourself in [...]

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Successful Selling

February 26, 2010

In a recent visit to Tallahassee, FL, I spoke with my Dad about how he’s been able to reverse the trend of higher vacancy rates for the rental properties he owns. About 3 years ago, my father hired a rental management company to rent and manage his rental properties. At that time, his average vacancy [...]

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Inclement Weather Marketing

February 15, 2010

Inclement weather offers marketers advertising opportunities to brand your company for free.

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Super Bowl Event Marketing

February 7, 2010

It’s Super Bowl Sunday!!  A time when advertising comes into focus.  This year, however, I’m thinking less about the commercials and more about event marketing around Super Bowl XLIV. There are opportunities for your business to piggyback on the excitement of a big event.  DirectTV has implemented a well-timed marketing tactic by setting up tables [...]

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Transparency in Your Business

January 31, 2010

P&G’s recent backlash for shipping a “new and improved” version of Pampers diapers in old packaging is a lesson proving the value in coporate transparency.   Social media has amplified customer’s voice, which can spread rapidly over social networks.  In this case, upset Pamper customers have put P&G’s new brand in jeopardy before it has [...]

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Differentiating With Customer Service

January 21, 2010

As more products essentially become commodities, service has become a viable means for increasing revenue and profit margins for companies in these industries. Use a service strategy to your advantage. Big companies often struggle to develop great relationships with their customers.  Too many levels of authority, employees unauthorized to make decisions, arbitrary policies preventing customer-facing [...]

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Looking Back and Looking Forward

January 12, 2010

In review of 2008, I thought Twitter had already arrived.  In reflecting back on 2009, I didn’t expect Twitter to continue to grow with such fervor in 2009, but then again I never expected Oprah to jump on board either.  I don’t know if Twitter will maintain it’s growth, but I can emphatically say that [...]

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Bobby Bowden Management

December 31, 2009

As a native of Tallahassee, FL, I am of course a huge Florida State football fan.  With Bobby Bowden coaching his last game this week I’ve been thinking about what made him so successful.  For the uninitiated, Bowden oversaw one of the greatest runs in college football history.  From 1987 to 2000, 14 straight years, [...]

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People and Systems

December 24, 2009

Understand people and systems to improve your sales process.

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So What?

December 10, 2009

A simple question yielding powerful results.  The question “so what?” can reveal what really matters to your target audience – the benefit. So you have a flashy new web app that can refresh logos – so what? A feature you just launched will be useful for clients making up less than 20 percent of your [...]

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