Selling ain’t what it used to be

Selling ain’t what it used to be

In one form or another, I’ve been in sales most of my life. You could say I was born on commission. The profession, of course, hasn’t enjoyed the greatest reputation over the years, as evidenced by classic characters such as Willy Loman (“Death of a Salesman”), Ricky Roma (“Glengarry Glen Ross”) and Herb Tarlek (“WKRP…
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Stuffed at the goal line

As I write this, we’re still in the middle of the World Cup (minus the U.S. team) while the other football, the one with the funny looking pigskin spheroid, waits in the wings. And I’m reminded of a few clients who, over the years, could learn a lesson from both. Specifically, I’ve noticed a pattern…
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Everybody’s an owner

Last week, Megan Lane, our director of client relations, and Melissa Biernacinski, our director of media relations (I know, we do a lot of relating around here) flew up to Portland to visit a new client in Vancouver, WA. During the course of the two-day discussions, it came out that the client thought Megan and…
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Grinding it out

Before the Henderson Libraries Business Book Club went on summer hiatus, we read a book called “Grinding it Out: The Making of McDonald’s” by Ray Kroc. Although 20 years old, the book is as relevant today as it was then. I’m not a fan of Mickey D’s food, but there’s no denying that Kroc invented…
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Facebook stock decline proves goodwill important to companies’ long-term success

I don’t know anyone who really likes Facebook. Sure, it has close to a billion users who enjoy connecting with old and new friends alike. But I’m talking about the company itself. I think most of us use the service grudgingly, mainly because it’s the best available option. But just wait until something better comes…
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Marketing lessons from World Book Night

“Excuse me, ma’am, can I offer you a free copy of ‘Friday Night Lights’?” The woman recoiled as if I were holding a baby rattler. “No!” she shouted, backing away. And then, by way of mumbled explanation, “I don’t read.” She’s not alone. According to an Associated Press poll, one-quarter of all Americans read no…
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