Mind The Gap
One of the most beloved metaphors in the marketing world is the greased chute. The idea is that once a prospect starts reading or viewing your sales or marketing material, you
Category
Business
Business Lessons from a Proctologist
In the book titled Authentic Happiness: Using the New Positive Psychology to Realize Your Potential for Lasting Fulfillment, Dr. Martin Seligman writes about a medical experiment that elucidates a powerful
Why Your Average Customer Never Buys Anything
People are always telling me about their "average customer."
Here's the problem with the "average customer."
The "average customer” never buys anything.
And the reason "the average customer" because
Is Marketing The Wind Beneath Your Wings?
I'm reading a fantastic book right now called Skyfaring. In the book, pilot Mark Vanhoenacker shares what it's like to be a commercial pilot who spends the majority of his
Fleming Funnies #7
This comic might be a bit direct, but I've seen too many CEOs and Senior Executives engage in using blanket motivation as a means of fixing larger and far more
You Have a Corporate Vision – but Can You See?
This past Friday morning, I was sitting with a client in his backyard enjoying a coffee before we were about to begin our day together working on his business.
He told
Fleming’s Funnies #6
Back in 2012, I presented the closing keynote address to more than 400 publishing executives at their annual conference in Washington, D.C.
I began the lunchtime keynote with a slide that
All CEOs are Salespeople
How involved are you, personally, in your company's sales efforts?
I'm going to guess not nearly enough.
But your business is "different..." This type of thing would never work for your business...
Fleming’s Funnies #5
Even if your sales reps are meeting their quotas, you still need to know how they're spending their time. If you don't, this is just plain foolish business. You're likely
You Don’t Know What You Don’t Know
How many of your customers and clients that once bought from you, aren't buying from you any more?
Do you know your current attrition rate?
Surprisingly, most companies don't have a