A Legal Conundrum

A Legal Conundrum

I need your help. Amazon is being sued for not saying it doesn’t sell something. That actually has nothing to do with us. But here’s where you come in: If two wrongs don’t make a right, can you help me understand why two negatives make a positive?...
Sometimes a Page is Just a Page

Sometimes a Page is Just a Page

Here’s a partial list of the things most companies say they want on the pages of their websites: Sizzle. Fashion Shows. Popularity contests. Pizzazz. Things that make the boss happy. The kitchen sink and all the attendant plumbing. Cool stuff. And here’s...
Stacking the (PowerPoint) Deck

Stacking the (PowerPoint) Deck

Let’s presume you give your sales people some rudimentary orientation. Let’s presume that, in lieu of formal sales training, you give them some fundamental introduction to your company, what it does, and (most important) why it does what it does. And...
All Things to All People

All Things to All People

One of our former clients was a software-development shop. It created core-processing systems for insurance companies. Its stock answer to the question, “Can you do that?” was: “Yes,” followed quickly by the first of a series of invoices for...
If You Ask For Help, Take It

If You Ask For Help, Take It

I received an email from an earnest gentleman, eager to help his company write more business and make its brand more prominent. He presented a list of tactics he believed would be effective means to his ends. Here’s the email (with minor modifications to protect...