(This post first appeared on RainToday.com) Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component…

I recently got to meet Stephanie Olexa, a renaissance woman whose most recent incarnation is as an executive coach, at her company Lead to the Future. She has quite a…

Lord, let me be the person my dog thinks I am. The pet-owners prayer. Sammy was nearly 15 years old when he departed this world in our arms Saturday morning. My…

One of the Holy Icons of marketing is the concept of customer focus. It's almost always used to signify a good thing, and something that is self-evident – that doesn't…

A long time ago, in a land far away (known as "Texas"), I once had a consulting client. They operated a chain of convenience stores, and we had been brought…