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Get Inside the Mind of Your Buyer – Part 2
- September 6, 2013
- Category: Marketing and Distribution
Note: This is part 2 of a 4-part series. Last week, I talked about creating differentiation to separate yourself from the pack. An important point to remember is this – differentiation doesn’t take place in your mind; it takes place in the mind of your buyer. Many B2B executives miss this point, focusing on differentiation
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Separate Yourself from the Pack – Part 1
- August 30, 2013
- Category: Marketing and Distribution
Note: This is part 1 of a 4-part series. One of Peter Drucker’s famous quotes is a simple but powerful insight: Because the purpose of a business is to create a customer – the business enterprise has two – and only these two basic functions: marketing and innovation. When I think back to the focus
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Communication That Connects
- August 23, 2013
- Category: Leadership and People
Today I’m speaking at the Lipscomb Pitts Breakfast Club (LPBC). For those of you who aren’t familiar with it, the LPBC is a privately-funded catalyst for the Mid-South, serving to enrich leaders and impact the community. Our morning breakfasts offer valuable content and bring together approximately 400 business and community leaders shaping the Mid-South. This
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The 4 Best Questions to Ask Every Interviewee
- August 7, 2013
- Category: Leadership and People
Hiring is a complicated process. While some people have a unique talent for hiring and interviewing, most of us don’t. The hiring process is expensive, especially when it doesn’t go well. Studies show that 82% of the time when we make a hire, we make a mistake. A mistake is defined as follows: after two
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