Business Leader, Bestselling Author and Hall of Fame Speaker's Insights

Scott McKain

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Top Stories by Scott McKain

CRM on Ulitzer Amazon sells shoes. So does Zappos. Another company – where I have many friends, as I previously did significant consulting work for them – markets something entirely different. All, however, are particularly instructive about the future of business. The company I won’t name is involved in financial services. They have decided to terminate their entire marketing effort, and focus on explaining their products to prospective investors. The CEO said, “Our greatest value proposition to investors and financial intermediaries is the institutional approach that’s at the core of (our) global business.” Therefore, the company – according to its press release – stated that its “distribution network, meanwhile, will be revamped to provide more technical expertise, with traditional wholesalers being replaced by investment-oriented consultants.” There is a glari... (more)

The Prism of Perspective

Ever ponder why in the world something that takes so much effort to manufacture (like your product) or provide (like your service) is greeted with indifference by the marketplace? There are many reasons – however, perhaps foremost among them is that your customers and prospects see everything through the prism of their own perspective. And, that perspective varies widely — and often, wildly! A short while back, I was opening keynote speaker for the National Association of Organizing Professionals. These dedicated folks are either (mostly) entrepreneurs with independent businesses... (more)

Loyalty is changing…

It seems to me there used to be three distinct levels of customer loyalty. Level One consisted of those customers only interested in transactions. They went for the cheapest, operating almost as if they were seeking bids for their business. The only loyalty they displayed was to price. Unfortunately, for many businesses — and the professionals who work for them — we tend to overestimate the percentage of customers and prospects at Level One. It makes sense for ALL customers to inquire about pricing…yet we often mistake a reasonable question for a price objection. Level Three held... (more)

Fly the Disconnected Skies…

New Media Journal on Ulitzer For better or worse, much of my life these days is spent online. Don’t misunderstand – I’m not complaining! In fact, I like it this way. The opportunity to reconnect with long-lost friends on Facebook, to keep updated on ideas and insights via Twitter, to share my thoughts and opinions on this blog – I think it’s great! Naturally…as with anything…something you enjoy can become detrimental if it is overdone. Research indicates you can enjoy a glass or two of wine in the evening, and it’s good for your heart – but, if you start consuming much more on a ... (more)

The Craving for Connectivity…

CRM on Ulitzer I was sitting in my local Starbucks, staring at my laptop wondering how to begin this blog. Then, as I looked around me, I noticed my fellow customers – students studying, Moms taking a little break, professionals such as myself getting a little work done outside the office on a wireless high-speed Internet connection and couples on their way to or from a day of golf – and it struck me. Right now, I am a customer at a coffee shop. So, I came here to get a cup of coffee, right? Well, yes and no. I certainly have the coffee I purchased sitting next to me – however,... (more)