How To Transition to the New World of Ecommerce? In a previous series of blogs, I reviewed the basic model and concept of the new business world presented by veteran Vistage speaker Sam Bowers. With the advent of this new business world, the big question for you to answer is how, and how quickly, to […]

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In previous blogs, I reviewed Sam Bowers’ description of the model of the new economy and how it is affecting the pricing and accounting of products and services. Now, let’s take a look at how sales and marketing are affected: What Happens to Sales? Now that people are primarily buyers, you have to quit selling […]

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Most Common Mistakes CEO’s Make: Silent Expectations

July 2, 2014

  How often does something like this happen to you? One of your Key Executives hires a new employee. You find out that another candidate was a much better fit, but because she was requesting another $6,000 in total compensation, he didn’t hire her. You think, “The compensation difference between candidates for this position was […]

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Marketing, Sales and Pricing Strategies for the New Economy: Explained in Detail-Part 4

June 27, 2014

In three previous blogs, I reviewed the basic model and Bowers’ views on added value, cost structure and accounting in the context of the new business world. Here is how pricing fits into his model: Pricing The only way to compete in the new economy is to improve your quality and systems so that you […]

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Marketing, Sales and Pricing for the New Economy: Explained in Detail-Part 3

June 20, 2014

In two previous blogs, I reviewed the basic model and concept of the new business world presented by veteran speaker, Sam Bowers. Here are his views on added value, cost structure and accounting in its context. Bowers claims “The concept of “added value” is one of the worst concepts introduced in the 90’s. Capitalism relies […]

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Marketing, Sales and Pricing Strategies in the New Econonmy: Explained in Detail-Part 2

June 13, 2014

In my last blog, I introduced Vistage speaker, Sam Bower’s new world of buying. Here is his diagram of it, with a brief explanation, comparing the new world with the old: = bare minimum of service you will provide and price you will charge for it. = price for additional service. Customer’s Viewpoint Customers on […]

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Marketing, Sales and Pricing Strategies for the New Economy: Explained in Detail-Part 1

June 6, 2014

Imagine that you want to make a deposit into your bank account. Right now you can either do it electronically through your smart phone or an ATM, or you can do it in person with the help of a teller. In the near future, however, you may have to pay for the privilege of using […]

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Building a Customer Service Philosophy to Increase Profitability

May 14, 2014

Sam Falletta, CEO of Incept and a member of my Wednesday CEO Peer Advisory Group, wrote a follow up blog to my recent posting about customer service:     As Cheryl details in this example, customer service is the lifeblood of any organization’s long-term profitability.  Successfully meeting your customers’ expectations is a difficult task for […]

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Sales, Marketing and Pricing Strategies For the New Economy

April 21, 2014

This week, veteran Vistage speaker, R. Sam Bowers is speaking to my groups.  Here is an interview he conducted with Vistage about his presentation: R. Sam Bowers  contends that the world of selling has changed radically and that companies that intend to survive had better change with it.  Bowers describes how we’ve moved from a […]

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Does Your Customer Service Help, Or Frustrate, Your Customers?

April 1, 2014

  This is a longer version of my column in the April, 2014 of Smart Business Magazine (Cleveland Edition). No matter how well you make your products or provide your services, sooner or later one of your customers will experience a problem with your company. The way that you deal with these inevitable problems determines […]

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