October 27, 2011

Step Beyond the Features

Someone once asked, “What business is FedEx in?” Most would assume that they are in the shipping business. Some would say they are in the logistics business. However, if you think about it, Fedex is really in the peace of mind business.

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April 21, 2011

Selling with Ockham’s Razor

You’ve probably heard the term before, but what exactly is “Ockham’s Razor” and how can it help someone in a sales job? Well, back in the day, a English Franciscan friar and scholastic philosopher named William of Ockham was attributed with saying something like “entities must not be multiplied beyond necessity.” Of course, there is much more to it than this, but for the sake of our context, we will leave it at that.

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December 4, 2010

Groupon Says Goodbye to $6 Billion

Have you heard of Groupon? You know, the deal-a-day website where you can get a discount on anything from dinner and a movie to custom framing and tons of stuff in between. Currently available in only 300 markets worldwide and rapidly expanding, Groupon has been leading the pack of coupon-based web services since they started in November of 2008.

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November 1, 2010

The Colors of Brands

We are surrounded by brands everywhere we look. Pepsi, Nike, Google, Kraft and on and on. The advertising industry is built around making brands recognizable and memorable. Companies want you to feel a connection to their products and services and associate that with the visual representation of their brand. This is big business and it is amazing how much it affects our lives.

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October 28, 2010

The Next Big Idea

What does the 1995 film Apollo 13, a chocolate bar and a broken laser pointer have to do with billion dollar ideas? Well, all three of these items were the catalyst that led to game-changing innovations in business.

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