Perry Mason is an icon. The first of Erle Stanley Gardner’s novels featuring the attorney-sleuth was published in 1933. He ultimately published over 80 of them. Mason took television by storm in 1957 and actor Raymond Burr etched the character into American culture. Portrayed by Burr as highly ethical and nearly infallible, it was Mason’s [...]
Continue Reading →The majority of small and medium sized B2B firms tend to ignore their brands. But it is actually worse than that. Most of the time, they pretend that they don’t have brands at all. I’ve had company executives tell me that the idea of a brand for their company is silly, and [...]
Continue Reading →I love the “so what?” test. It cuts quickly through the smoke and yields great clarity both to the sales process and to strategic marketing as well. In essence, if your customer can ask “So what?” of any claim or assertion, or if s/he can reply “So what?” to any feature or proposed benefit, you’re [...]
Continue Reading →The events leading us into our current economy were rooted in greed. However you slice it, you arrive at the same root cause.
Economists will be studying, debating and writing about this period for at least a generation. And, in the end, the cause of our current financial and economic morass will likely be the [...]
Most of us have exceptionally low expectations when we’re dealing with any business entity: we simply want to get what we need and not feel actively abused in the process. Do those two things, and we’ll call ourselves satisfied, often with a sigh of relief.
I was once a genuine fan of American Airlines. [...]
