I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay. He’s backpedaling, crouching, bobbing and weaving — maintaining as … Continue reading →
I almost couldn’t believe it. When I first saw the marketing power of the telephone I was absolutely amazed. We’d just started PMA and developed a direct mail program for independent insurance agencies that was generating a strong 3-5% response. … Continue reading →
Let’s start with this: talk is an activity; communication is a process. You can’t sell anything without communication. But you can talk and talk and not communicate a thing. I’m sure you know what that’s like from personal experience: not … Continue reading →
Whatever you’re selling – a product, a service, even an idea – you need to communicate its value. But value, like beauty, is in the eye of the beholder. That’s a universal truth. Value is only meaningful in context. To … Continue reading →