Category Archives: Marketing and Sales

How Much Does that Gorilla Weigh?

How much does that (fill in your preferred number here) pound gorilla weigh? I always refer to an 800 pound gorilla, but I’ve heard others use everything from a 400 pound gorilla (which is pretty close to their real size) to … Continue reading

Posted in Customer Relations, Entrepreneurship, Leadership, Marketing, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , | 2 Comments

Trust in Business and the Law

Every day, in almost every transaction, we rely on trust in business. We believe that a customer will pay us according to the terms of a sale. Our employees have access to money, goods and confidential information because we trust them. … Continue reading

Posted in Customer Relations, John's Opinions, Leadership, Politics and Regulation, Strategy and Planning | Tagged , , , , , , , , , , , , , | 4 Comments

Good Customers Can Be Bad

When can good customers be bad? What could be wrong with a customer who buys a lot, pays promptly, and never has a service problem? They might be buying too much. No matter how strong or comfortable a sales relationship is, … Continue reading

Posted in Building Value, Customer Relations, Entrepreneurship, Exit Planning, Marketing and Sales, Sales, Selling a business, Strategy and Planning | Tagged , , , , , , , , , , , , , , , | 1 Comment

Choosing Not to Maximize Profits

The other day, a client asked me to review some questions from an MBA student studying business ownership. One of the questions was “Are you doing everything possible to maximize profits?” I’ve seen the same question asked in a number … Continue reading

Posted in Business Perspectives, Customer Relations, Entrepreneurship, Incentives, Managing Employees, Marketing, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , | 2 Comments

The New Information Direction: Push Over Pull

Ever since we started using computers in virtually every business, we’ve been putting data into them. Unfortunately, the issue has been getting information back out. In the middle 1980’s I ran a manufacturing company together with a couple of Australians. They thought … Continue reading

Posted in Customer Relations, Entrepreneurship, Managing Employees, Marketing and Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , , | 1 Comment