Category Archives: Marketing

Have Ideas, Will Travel

Throughout my life, I’ve moved from city to city. From Cincinnati to Lansing, Michigan, to Cleveland to Florida to North Carolina to seven years in New York City and back to Florida. (Whoops, I forgot St. Louis.) I look at … Continue reading

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How I learned to write like a marketing pro

I learned to write the hard way. Many years ago I owned and operated a boutique advertising agency in Cleveland. It was easy for me to find talented artists and designers. In some respects, they were a dime a dozen. … Continue reading

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“You can’t steer a boat that’s tied to the dock”

You’ve heard the story of the man who prays continually about winning the lottery. He’s resolute in his prayers, but nothing happens. He doesn’t win. He doesn’t even come close. After many months of praying a loud voice from heaven … Continue reading

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Join me at Marketing Week NYC, June 15, 2016

The New York Public Library, Science, Industry & Business Library invited me to be a guest speaker during Manhattan Chamber of Commerce’s upcoming MarketingWeekNYC. My topic is Boost Profitability: Connect The Dots Between Marketing And The Sales Process. I built … Continue reading

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Big advantage for small business

I don’t know about you, but almost everywhere I look these days the quality of service (aka customer service) seems to be declining. (Perhaps plummeting is a better word.) This is especially true in the mega corporations. For many major … Continue reading

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What’s your business’ personality?

As a business and marketing strategist I freely admit to being considerably more than a little critical of the way businesses do things. Just as people have only one opportunity to make a first impression, so do businesses. Case in … Continue reading

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Are your clients really coming first?

I’ve seen this scenario too many times. I’m visiting with one of my clients. The mail arrives. There’s a signed contract and a big fat check from a brand-new client. The boss is thrilled. The entire team is celebrating. It’s … Continue reading

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“I just don’t know how to close the sale.”

I must have heard that three times this week –– from a client, a prospect, and a long-time friend. There are many reasons business owners who are in a selling mode and even professional salespeople are insecure about closing. They … Continue reading

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Price doesn’t need to kill the deal

I talk a lot about points of constraint in my book How to Close More Business in Less Time, and for good reason. A point of constraint is a roadblock –– something that gets in the way. It can slow … Continue reading

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Fearlessness

Bruce Hurwitz, volunteer extraordinaire with Manhattan Chamber of Commerce and the host of The Voice of Manhattan Business, has invited me to be his guest on his upcoming personal Podcast on Thursday, March 17, 2016 at 9:30 a.m. Bruce asked … Continue reading

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