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Sales and Marketing
During a recent customer service workshop, I was reminded again of the outstanding work done by Jan Carlzon on "Moments of Truth" - this great idea that a moment of truth is any "...
The concept of an "Academy" dates back to the time of Plato.
academy |əˈkadəmē|
noun ( pl. -mies)
1 a place of study or training in a special field : a police academy.
• historical a place of study.
• a secondary school, typically a private one : he had...
In his book, “Reorganize for resilience, putting customers at the centre of your business” (Harvard Business Press, 2009) Ranjay Gulati demonstrates that companies looking to reestablish themselves after the recession will need to take an “outside-in” approach to...
There is more than enough evidence to link a company's financial performance to its ability to successfully execute on a marketing plan. If marketers are to gain credibility in the boardroom, they will need to demonstrate an ability to design and deliver on a marketing plan that:
- ...
This is a great book for marketers looking to engage around the sustainability debate. What sounds like an oxymoron, "Sustainability Marketing", is examined as part of the evolutionary process of marketing thought. The authors propose that this approach needs to be brought into the mainstream of...
If ever there was a great example of how to close a deal on the phone, it must be Chris Varick, Vin Diesel’s character in the movie “Boiler Room”. The particular scene I am thinking of shows Varick coaching his sales team on how to sell options to an unsuspecting doctor using every 'schmooze'...