reputation management

A pithy and seemingly superficial greeting accompanied by a request from a long-lost business associate arrived in my inbox. You know the type: “Hi … it’s been a while … can you direct me to copious leads for my services?” I’m paraphrasing, but that was the nub.  I enjoy the role of bridging those in my network with bountiful opportunities, and gaining from the reciprocal benefits. But, in the case of this peer, her past...

Go Ahead and Leverage Your Network

I will never donate to certain charities. It’s not that I don’t support their missions; it’s because they keep asking my dead parents for money. After numerous attempts to halt the haunting mail through the U.S. postal service, email and phone requests, the solicitations keep coming— now to my home address 1,500 miles away from where my parents once lived. I don’t ever want my survivors to experience the same emotional pain from such persistence....

List Management in the GDPR Era

In 1905, an 11-year-old Frank Epperson mixed a soft drink powder with water and then accidentally left the sugary liquid and stirring stick outside on his family’s San Francisco porch overnight. The youngster woke the next morning to discover an ice pop, which some years later became the frozen treat now trademarked Popsicle. (So named by Epperson’s children, who called him “Pop,” after rejecting his first eponymous suggestion: the Eppsicle.) It’s a lovely origin story....

What’s Your Story: Tips for Creating Origin Stories

Whether you are interacting in a sales capacity with a prospect for the first time, or pitching a complex proposal to an existing client, you are the face of your organization and should always adhere to best sales practices.  In order to authentically solve your customer’s problems with your company’s solutions, it’s best to align yourself with your company’s values and mission to effectively promote products and services to your end users. If your marketers...

The Impact of Sales Approaches

Recommendations for What to Read, Watch and Listen to [LISTEN, OR READ] Social Media and the Global War for Public Opinion Two think tankers, P.W. Singer, a strategist at New America, consultant for the U.S. military and intelligence community and book author, partnered with Emerson T. Brooking, a research fellow at the Council on Foreign Relations who writes about conflict and social media, to co-write a new book, “LikeWar: The Weaponization of Social Media.” The...

Social Media Murkiness, Corporate Carrots and Parenthood Pitfalls

I live in a town that’s served by a modest amount of small businesses, including a driving school that my millennial daughter attended and now follows on Facebook. The company’s page is typically populated with helpful tips and lots of images of teens proudly holding up their completion certificates. My daughter, however, recently was miffed by the driving school’s Facebook post, which stated, “Just returned the two pairs of @nike I bought last weekend ....

Harnessing Your Company’s Reputation with (the Right) Content

My friend Carol works as part of a sales team of four … well, now three, since her coworker, Jack, was recently fired. Carol tells me Jack was, on average, moderately successful in his role. Some months, Jack pulled in skyrocketing revenue, giving management hope of greatness in his abilities. But in other months his numbers were flat. Mostly I heard “here’s another Jack story for you” from a very miffed (and sometimes amused) Carol...

Go Big or Go Home — The Smart Way to Make Bold Moves

I’m a fan of the sci-fi anthology Black Mirror on Netflix—a show sometimes described as a modern Twilight Zone rife with biting social commentary. In one season opener, social media standings have replaced credit scores and as a result, everyone is overly polite in public. Spoiler alert: In the end, through witnessing one woman’s swift fall, we discover that one of the few places where people with pent-up anger are openly honest is jail. I’ve seen that same imprisonment by politeness at...

Let’s Agree to Disagree

February 2018

At the Core

READ What’s Your Value(s) Story? A few months back, I wrote about how it is imperative to consistently weave a company’s core values into a narrative through blog posts, online communities, articles, e-newsletters, e-books and more. A company’s core values are what shapes the essence of its identity and inspires its customers, prospects, employees and strategic partners to align themselves with a brand and, in turn, take positive action. Never has there been more scrutiny...

At the Core

Last week was another difficult one for mainstream news media. Outlets like CNN, CBS and a political reporter at The Washington Post released information that was either wrong or misleading. There is, however, a reason to still consider each a trusted source: they admitted their errors publicly and aren’t likely to make the same mistakes twice. It is becoming increasingly difficult to discern the best version of the truth in what we read, view or...

Today’s Credibility Crisis: How to Vet a Trusted Source