It’s toasted

Anyone who has watched Mad Men, will know that back in the 1920s, cigarette advertising was big business. The rival companies spent millions on advertising campaigns to persuade customers to switch to their brand. Famously (although I hadn't heard about it until Mad Men), Lucky Strike came up with the campaign slogan, "Its toasted" which... Continue Reading →

Why is Europe such a headache?

In my experience, companies tend to struggle with managing sales programs in Europe far more than they do in North America. There is certainly no simple answer as to how to build a European sales team but acknowledging the challenges and understanding the variables will certainly make the process more straightforward. I've attempted to categorize... Continue Reading →

Data is as data does

Market data is great - I love it, you love it, everyone loves it. We love it because it informs us about the market and allows us to be more confident in making decisions. Problems with market data arise from over-reliance where it shifts from informing decisions, to making them. If we have 50th percentile... Continue Reading →

“An MBO”?

I hear this usage a lot, "Maybe we can give them an MBO" or "I'd like to include MBOs in the plan". However, this doesn't really make sense so permit me a short rant if you will. MBO stands for "Management By Objectives" which means it isn't a measure, it is a process. The approach... Continue Reading →

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