Get to Know the Gatekeeper

Most of us aren’t lucky enough to have gatekeepers or executive assistants any longer.  Even during a resurgent economy, dedicated admins seems to have gone the way of fax machines.  However, if you’re calling on an executive, then you may be in luck. What is a...

3 Levels of Value

Sellers used to deliver on their buyer’s priority value. If a buyer preferred “made in the USA,” the seller offered products manufactured in America. As competitive pressures increased, marketers created “added value” to ensure buyer loyalty with everything from the...