January 2008 - Posts
Lock this concept into your mind: The higher the price, the higher the perceived value and quality . With that higher perceived value comes the temptation, for those who can afford either choice, to step up the quality that price promises. A higher price
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In early 2003 Amazon.com did something very revolutionary and stupid, or so it was thought at the time. Funny how people who do things truly innovative are thought to be crazy, at least until it works. His decision was to eliminate all advertising and
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Just because you think something to be true doesn't necessarily reflect the real truth. More often than not in my life it has reflected self delusion between those two extremes. In studying the field of business marketing I have finally discovered a number
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Harry Beckwith relates insightful keys to business relationships in his book, "The Invisible Touch". One of them is the need to constantly remind ourselves about what the customer really thinks is important. To illustrate it he recalls to mind the movie
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When you consider the complete value of a customer to you and your team – the lifetime value – the importance of having a sense of "selling urgency" should skyrocket. Every money hour * not invested in sales activities can delay (or completely eliminate)
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