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Former IBM Pro Lashes Out Over Sales Assessment
A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.

Other brand leaders Related Articles

Playing it safe loses market share
In a world of message overload, a brand must often break the rules if it wants to elevate above the competition. For an upstart brand to gain market share, first determine the conventional wisdom of the market leaders, then run in the opposite direction.
THE TRUTH ABOUT BRANDING
Brand. Brand. Brand. Every company today wants to be a brand company. “We are a brand experience company,” or “we have just completed a rebranding campaign” seems to be the new, must-have mantra of organizations. This trend is almost overwhelming and far too often severely misguided.

How to Identify The Real Leaders Out There Among Us
How can you know a real leader when you see one? What do real leaders do that define them as leaders? Many people may consider themselves leaders, but in reality do not demonstrate principles of leadership and are not leaders at all. In today’s world there are many imposters posing as leaders. In order to assist you in identifying leaders in your company or organization, I have selected seven (7) actions that I believe real leaders take that define them as “real leaders.” Those seven (7) actions are:
Creating a Strong Internal Brand: You Can Take it to the Bank
Creating and nurturing a strong internal brand - and the employee engagement that it creates - seems to the overriding "secret sauce" shared by leading companies across industry sector. And these leaders have figured out that the strong internal brand doesn't simply result in a nice place to work - it has financial rewards as well.
Achieving Brand Leadership in the Age of E-
The benefits of being a brand leader are endless. Brand leaders attract talented employees, have increased bargaining power, don't have to sell on price, and routinely receive the lion's share of publicity.

Check Your Brand Positioning in 5 Minutes
Understanding brand positioning is very important if you want to correct misconceptions and off-brand opinions of your brand. You may have every intention of analyzing your brand to make sure that it is in a position of strength by participating in scientific research to that end. But first as a litmus test, you might find it useful to do a little under the radar analysis to get a quick feel of your stake holder's opinions regarding your brand positioning. We are going to casually ask them.
What Do You Stand For? What is Your Brand?
Your brand isn’t just a logo or a marketing scheme. Your brand is the promise of the value your customers will receive. A strong brand not only builds relationships – it nourishes them. So how do you develop a brand that works for you by heralding a clear, compelling message people want to hear?

Leadership with a Small "L"
There have been only a few great leaders in our lifetime. Leaders like Reagan, Churchill, Disney, and Welch to mention a few. They could never have risen to the hieghts they did without the many small "L" leaders that backed them up. It is from the pool of small "L" leaders that the great leaders emerge. Learn how to grow leaders from seed.

Do Bean Counters Understand Brand Value?
A company's brand has real value. Brand makes up 48% of Coca Cola's brand enterprise value. But outside of the Fortune 500, do CFO's and financial managers of small to medium size companies understand brand value?
Your Brand is More than a Logo or a Tagline
Many people in business believe their logo and slogan make up their corporate brand. And while they are integral to a company’s image, there is so much more to what a brand really encompasses.Your company's brand is its evidence of distinction. Your company's brand strategy is the adoption of that brand by everyone in the company and the process by which the promise of that brand is delivered to your customers.
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