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From the blog...

What’s Your Customer Strategy?

What's an Executive Sponsor Program, and what should you know about it as part of your key account management strategy?

Did Sales 2.0 Disrupt Large Account Sales?

In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of ...

Brand Your Unique Capability

Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique ...

Low Cost. Got It? Brand With it!

Here’s another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid ...

Are you caving in or cashing in on Q4?

Here we are on October 15. It feels like the “Ides of October” or something. Everybody’s talking about how there’s only one more month to ...

Social Media Conundrum

This week my interactive marketing team has been coaching me on how to use Twitter as an arrow in the business development quiver. I’ve also invested ...