Selling Innovation (Change) inside Big Companies
I’ve lived most of my life in the Northeastern part of the US, and autumn is a special time of the year. Despite a few … Read more
selling
Is Differentiation a Lost Art?
Pharmaceutical marketing is a sea of sameness in which clever key messages, celebrity spokespeople and p-values do not compensate for poorly differentiated products. Do marketers … Read more
Selling the Value of New Technologies
The airline industry does a masterful job of selling travelers on the destination, not the actual bundle of services its companies provide in getting you … Read more
Why You Need a Marketing System
One of the strangest concepts to me when I started in biopharma marketing is that of the POA, or Plan of Action, which many brand … Read more
Photography Principles, Reframed for Business
Thanks to smartphones and social media, most people now think and communicate in pictures. It seems that everyone is a photographer now. The smartphone revolutionized … Read more