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Tom Markham

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Feb. 13, 2012

Tom Markham and 38 other people answered this question

You own a popular local coffee shop, Starbucks moves across the street. What do you do to compete?

Reducing price is a grave mistake when you're actually selling a service, and not a commodity. You don't sell coffee, you sell comfort, camaraderie, fun, wake-me-up. If you sold coffee as a commodity, you could close your shop, get a bike and a hotbox, and ... more

Jan. 23, 2012

Tom Markham and 10 other people answered this question at this roundtable

Social Media and Content Marketing For Business Q&A [2/14 @ 11 am]

My CEO won't blog or tweet. How can I get him to do it?

Does she/he also not Facebook - or scrawl inane messages in public bathrooms? Tweeting and its ilk are, in fact, inappropriate for many companies, and for nearly all C-level execs of mid-to-large businesses. Just because it has become extremely popular for what seem to be ... more

Content Marketing

Oct. 26, 2011

Tom Markham and 29 other people answered this question

What is the first step in building an effective team?

Mike hit it right on the nailhead. There's no reason to build a team unless you first know exactly what the team will be accomplishing/working on. The second step is to divide the goal into discreet sections, each of which can be assigned to a ... more

Human Resources

Organization Development

Team Assessment

Oct. 17, 2011

Tom Markham and 22 other people answered this question

Sales objections: what are the most common sales objections?

If the prospect can benefit from the product/service, and if it is at all affordable, then I posit that there is only one true objection: "I can't make a decision, and I'm not willing to admit it."
To make a decision that involves change, no matter ... more

Objection Handling

Sales Objection

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