Be Translucent

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Be TranslucentHuman Nature, Management

by Rusty Williams on 28 February, 2013 with 0 comments

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“Transparency promotes accountability and provides information for citizens about what their Government is doing.” This is the introductory sentence from the Transparency and Open Government Memorandum written by President Obama. Transparency was a key theme in Obama’s campaign and it’s become a buzzword in business.  You can find thousands of examples of companies touting their …

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Funnel of Sokolove

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Funnel of SokoloveMarketing

by Rusty Williams on 24 February, 2013 with 0 comments

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James Sokolove is a successful trial lawyer.  Right?  Wrong.  He’s a marketing expert that generated 950,000 in-bound calls and 12,000 new cases last year.  He distributes these leads to firms described as “affiliates”  and accounted for more than $700 million in billings last year.  He doesn’t try cases; his Wellesley Massachusetts-based firm is a highly specialized …

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We Sell Better Than Me

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We Sell Better Than MeHuman Nature, Sales Management

by Rusty Williams on 20 February, 2013 with 0 comments

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One of the inherent risks of social media, blogs, and the quest for thought-leadership is a me-centric view of the world.  This also evident in all the talk about “personal branding”.  There’s a very real tension between personal branding and company branding — more specifically who owns content produced by “thought leaders” while on the …

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Ditch the Script

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Ditch the ScriptHuman Nature, Sales Management

by Rusty Williams on 19 February, 2013 with 0 comments

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“Who’s the decision maker?”  The meeting had barely started, but our newly-hired sales rep had already launched into his script.  He said that phrase.  Verbatim.  To a prospect.  I cringed and sunk in my seat.  After an evasive answer by the prospect, the rep hit him with a follow-up.  The second question on his notepad: …

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Go Up to the Whiteboard

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Go Up to the WhiteboardHuman Nature, Sales Management

by Rusty Williams on 13 February, 2013 with 0 comments

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PowerPoint sucks.  That’s the common refrain.  But the reality is PowerPoint is actually quite amazing.  It can do anything — animations, photos, videos, charts — all wonderful tools to visually reinforce key messages.  That’s just the thing:  Powerpoint is a tool and you can use it well or you can use it poorly.  Most people …

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Self-Served, Configured or Customized?

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Self-Served, Configured or Customized?Marketing, Startups

by Rusty Williams on 8 February, 2013 with 1 comments

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On Route 128 just outside of Boston there’s big neon sign for a company called “You Do It” Electronics. It’s always struck me as an odd name.  It’s sort of like saying “What are you looking at me for?  You do it!”  It’s scary to imagine a bunch of self-taught electricians splicing together wires. The …

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Scarcity and Love

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Scarcity and LoveHuman Nature, Marketing, Sales Management

by Rusty Williams on 7 February, 2013 with 0 comments

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Will you marry me?  With an outstretched arm the man slowly opens a box and the woman’s mouth drops open and tears fill her eyes.  Inside the little box is a ring with a clear rock glistening in a the evening light.  The rock, of course, is a diamond.  In our society it’s by far …

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Complimentary Complementary Marketing

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Complimentary Complementary MarketingMarketing, Trendspotting, Video

by Rusty Williams on 2 February, 2013 with 0 comments

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Jeremiah Owyang is an analyst for Altimeter Group.  He’s regarded as one of the leading authorities on social media – and deservedly so.  He’s followed the space closely since he began with Forrester Research and then spun off with Charlene Li to start Altimeter in San Francisco. So it wasn’t unusual to start my morning …

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