This business fail taught me about psychological switching costs
One of the most overlooked marketing obstacles when launching a new product is psychological switching costs. And today I have a personal story about condoms to demonstrate this important idea. Often, our market research may show a compelling customer need but after a launch, the concept falls flat because of an intangible psychological burden consumers […]
How do you sell in a coronavirus environment?
I’ve received several variations of this question in this tumultuous time. So it’s probably on a lot of minds. Here’s my view of selling in this coronavirus environment. First, let me suggest that we need to view our businesses and our customers through a lens of grief. That may seem like a weird word to […]
Take Your Spammy Seven-Figure Business Plan And Shove It
Your spammy seven-figure business plan, and all of the social media videos, posts, LinkedIn requests, and cold emails DO NOT WORK. Please stop.
Is it time to eliminate the sales function?
If your marketing is working well to identify needs and secure customers, why do you need sales? Is it time to eliminate the sales function?