Discounts Cut Deep

To discount or not to discount—that is the question that many sales professionals must answer. At first view, it seems that discounting prices should stimulate new sales and be a good thing. But that is not always the case. The best advice may to be to hesitate and think first. Let’s examine the potential consequences…

Spam, Spam, Spam

Thanks to Monty Python, the U.K. based comedy troupe from the seventies, “spam” became the symbol for mediocrity. Later spam became the symbol for unwanted e-mail from unknown senders. Spam is actually the trademark name for the Hormel Corporation canned meat product. SPAM was used by the U.S. Armed Forces during World War II. Nonetheless,…

Great Brands

Your brand is your promise of value to your customers. Great brands are unique, consistent, and authentic. Your brand’s uniqueness answers the question, “How is your offering different or better?” To be considered better or different than your competition your offering must have at least one feature or benefit that is measurably better than the…

Spam, Spam, Spam

Thanks to Monty Python, the U.K. based comedy troupe from the seventies, “spam” became the symbol for mediocrity. Later spam became the symbol for unwanted e-mail from unknown senders. Spam is actually the trademark name for the Hormel Corporation canned meat product. SPAM was used by the U.S. Armed Forces during World War II. Nonetheless,…