by Mark O'Brien | Nov 20, 2014
Human psychology doesn’t play nice with the relationships between price, cost, and value. To illustrate the point, I offer this letter to a hypothetical client, a company with no brand recognition in its target market. The company is reluctant to commit to an...
by Mark O'Brien | Nov 14, 2014
If you want to make yourself instantly unpopular, say this in a sales meeting: “Marketing is not a sales-support function. Sales is a marketing-fulfillment function.” But make sure the door is unlocked, the hallways are clear, and the elevator is held...
by Mark O'Brien | Nov 11, 2014
On a staff call one morning, Jonathan Spiliotopoulos, our Magnificent Maven of Multi-Media Machinations, said this: Helping people make important decisions is the very definition of design. Because I’m a writer, as opposed to one proficient in visual or graphic...
by Mark O'Brien | Nov 7, 2014
This blog, you may recall, has a theme, which states, in part: “Everything of value has a price. The price must cover the cost.” Accordingly, let’s take a moment to contemplate the value of our goods and services. Let’s take into consideration...
by Mark O'Brien | Oct 30, 2014
We once consulted with a company that had developed a new software application for revenue-cycle management. Their initial target market was large hospitals and medical centers. Justifiably jazzed, the company got its sales team revved up. It hired a telemarketing...
