Posts

Response to Death of the USP?

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My long time mentor and great friend Dave 'Giff' Gifford emailed me directly following my last post about USP's and their possible precarious hold on their previous importance in marketing. Below is the response. Its so good, and…

Why So Serious?

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A lot of people in business struggle with this. Sometimes I have conversations with women about this topic  sometimes men, sometimes youngsters, sometimes more mature people. It seems a common theme for a lot of people in business and…

3 minute Podcast: Trust Like Respect

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Another bash at the very clever medium of podcasts today. This one is prompted by a comment on the first podcast I did about why your customers dont buy from John Heany. It was a great comment, very well thought out, and John talks about…

3 Minute Podcast: The Only Weapon We Have

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Thanks for the feedback! I'm so encouraged by the first couple of podcast experiments I'll try a few more, as always please let me know what you think? This one is about the only weapon sales people have, and how to make sure its working…

Guest Post: The 20 commandments of Sales Management

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I'm delighted to welcome a good friend and mentor of mine to the blog. I've know Dave Gifford for almost 20 years and I can honestly say his advice and systems set me on the path to whatever success I have had to date (and…