To the special fans of Delta Dallas

We appreciated the opportunity to be with the Delta Dallas audience at Lawry’s Steakhouse in Dallas,TX. Thank you for your comments regarding Don’s speech. It is our desire to help you achieve greater levels of success. If your company is interested in how we can help increase sales demand, shorten sales cycles, strengthen customer relationships, and build higher levels of productivity... [Read more]

Lead Generation is not the same as Demand Generation

Effective lead generation is the result of getting a person interested in your story. It is vital to sales success. In essence, it is an exchange of value. Your prospective customers expect to get something of value from you in exchange for their information. Demand generation is much more than that; it is about transitioning the person from being just interested in your story to being attentive to... [Read more]

Defending Mediocrity

Customers today ignore boring products.  Old brands which do not inspire passion or luster are not guaranteed to be around, for customers increasingly value what is novel and stands out rather than what was promoted to be safe, common, and routine. Many of the institutions we see (yours may be one of them) are intrinsically designed to resist change.  When they sense it from new technology and processes,... [Read more]