Articles by Perry Rearick

51. Seek To Understand Before Seeking To Be Understood 1/16/2024

    Successful, experienced sales professionals identify empathy as one of the most important skills for success. Yet, how often do we arm salespeople with a handful of questions intended to set up a scripted pitch? 

52. Linking Actions To Outcomes 1/10/2024

    Many of the B2B marketing professionals I speak with feel like they’re drowning in activities that have no connection to a desired business outcome or strategy.

53. Begin With The End In Mind 1/8/2024

    The second habit identified by Steven R. Covey in his book, “The 7 Habits of Highly Effective People”, is to begin with the end in mind. Easily misunderstood and seemingly in conflict with habit number three, put first things first, many of us tend to bypass number two. What does it mean? 

54. Be Courageous! 11/13/2023

    Has courage become the forgotten leadership trait? If the leadership traits gathered for Thanksgiving, it was courage who carved the turkey. It seems like now it has been relegated to the children’s table.

55. Tips On Refreshing Your Content! 11/6/2023

    We recently offered some tips on refreshing your brand. Let’s stick with the theme of refreshing and apply it to our marketing content. Even content gets tired and can use some freshening up.

56. Tips On Refreshing Your Brand! 10/27/2023

    What makes defining “brand” so challenging is that it depends on who you ask. The most important opinion when describing your brand is that of your customers. Your brand is what they say about you.

57. Add A Big Helping Of Kaizen To Your B2B Recipe For Success! 10/11/2023

    According to Masaaki Imai, founder of the Kaizen Institute, kaizen means improvement in one’s personal life, home life, social life, and of course, work life.

58. Humanize Your Buyer 10/9/2023

    B2B buyers are teams of problem solvers seeking solutions to improve their businesses. And those teams are comprised of people, working collaboratively under imperfect conditions and sometimes under stress.

59. Marketing Through Economic Uncertainty 9/28/2023

    We’re now in the second consecutive year of economic uncertainty. Or is it the third? Despite this pesky funk, there are some signs of improvement and talk among economists of a soft landing. Yet nearly everyone I speak with feels nervous and that is understandable.

60. Plan Like There Are No Rules 9/28/2023

    This is the time of year when marketing leaders and their teams are establishing goals and developing plans to achieve them for the next year. But to offer some intense candor and honesty, many of us are not great at planning. We love to talk about ideas, create entertaining slide productions, and populate complex spread sheets with words intended to convey a strategic vision. But that’s not real planning!