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Be valuable by being interested –People, Process, and then Product

Repeatedly, I observe sales reps spending more time discussing price and pushing product, rather than understanding a client’s business and the root necessity for the product or solution the customer is inquiring about. However, with B2B customers empowered with the […]
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Can you answer why?

“Why should I sign off on this proposal,” says the customer. “…” sales team. “There’s a 40% discount if you sign this quarter,” says the sales team. If that happens in a sales meeting, your company’s go-to-market and sales strategy […]
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Use these tools to gain followers –and a competitive advantage!

We’re used to giving things away for free in the independent music business. The idea behind it makes sense: if you give away your music for free, via a download, stream, or physical CD, you have a better chance of […]
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Solve over-saturation with a Target Market

Is the independent music industry actually over-saturated? It’s not when you put it into perspective. While I’ve stated before that the indie scene is over-saturated, especially in cities like Portland, Oregon, or Austin, Texas, the industry is only over-saturated at […]
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A powerful force: Momentum

Momentum is a powerful force, but it can easily be overlooked, and that could lose you an opportunity to make a more significant impact. Being aware of a momentous period and taking advantage of that energy is a strategic move […]
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What to do when you’re about to give up.

Don’t. You can’t give up. However, we’ve all had those moments where you feel like it’s time to throw in the towel. And these are the times that separate the people who will be successful in the music business and […]
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3 Factors to Building Solid Teams

Going it alone leads to a drawn out, painful career, where you spend more time trying to figure it out, rather than building a solid experience for fans. Ending my four-part series dedicated to getting you to think about your […]
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None of it matters if you don't stay the course.

This isn’t going to be easy. Throughout this four-part series (well five –I added a bit about constraints,) I threw quite a bit of information on the table to think about. It can be overwhelming to look at your creative endeavor […]
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Breaking down Tactics in 3 steps

Tactics is all about the hard work. I have a lot of fun setting strategy, because it gets my creative juices flowing (yes, business people are creative too!) Yet once the strategy is set (the “how,”) it’s time to move […]
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Tonight is David Bowie's night.

“Under Pressure” is one of the best collaborations to come out of the 80s.  News broke that David Bowie passed away last night. It’s been almost twenty-four hours, the buzz on social media has tapered, but I can’t seem to […]
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