A student and I were talking recently about the texts I had chosen for the class: The New Rules of Marketing and PR by David Meerman Scott and This Is How You Pitch by Ed Zitron. The student liked their writing style, their use of intriguing case studies and the applicability of their advice. The […]

Sticks and stones Let’s talk about name-calling: Specifically, the label “racist.” We apply it too freely, and as a result, we harden the hearts of the very people we are trying to reach. One New Year’s morning, I assigned a young reporter the traditional “first baby of the year” story. As I sent her on […]

Why is it that content often is written for the client, not the client’s prospects? Yes, the client is paying us and we want them to be happy with our work. But content that talks about product features instead of customer benefit, that refers to “solutions” without first setting out the problems, is proven to […]

A Morning Consult poll out today says readers believe they should assume more authority from editors in deciding what news is shown on traditional media. The poll is an outgrowth of revelations that the Facebook “trending news” feed has been manipulated by people who have suppressed conservative opinions. It takes the issue a step further […]

The Corporate Executive Board discovered a curious thing when it examined performance of more than 6,000 sales reps around the world. The most effective sales people were not the  “Relationship Builder” types that sales training had emphasized. They were a less common breed of cat who challenged their clients to think outside the box. The CEB found the […]