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)

A Three-Step Process to Getting Started on Twitter…

I was in Manhattan a few weeks ago, just finished with a speech and took a moment to check out what was going on with the people I follow on Twitter. You should know that one of the “gods” of Twitter is Chris Brogan. (@ChrisBrogan in Twitter-speak) It seems like there is a three-step process to getting started on Twitter…1) sign up; and 2) & 3) follow Chris Brogan and Guy Kawasaki. Because Chris had reviewed “Collapse of Distinction,” he and I have shared a dialogue. He’s interesting, smart, funny, and profound. In other words, an extraordinarily cool guy. I noticed that he was h... (more)

Who Receives the “Ultimate Customer Experience”?

At 6:38pm on Wednesday evening — over an hour and a half after our office has closed for the day — a person in the speaking business calls my toll-free number, and leaves a message. Our system is set up so that voice mails are forwarded to our cell phones at all times. We want to be totally responsive to customers — and sometimes, their messages can’t wait. Because I’m traveling from Memphis to New York City, I’m out of pocket and don’t receive the notification until about 9pm. Now, here’s the rub: This guy is calling to ask for my advice and a favor. He wants my input, and fro... (more)

Remember the Bruce Springsteen song “Glory Days”?

Remember the Bruce Springsteen song, “Glory Days”? “Yeah, just sitting back trying to recapture a little of the glory of, well time slips away and leaves you with nothing mister but boring stories of glory days… Glory days…well they’ll pass you by Glory days…in the wink of a young girl’s eye Glory days, glory days…” (You can hear it in your head right now, can’t you?) My favorite blogger, Bob Lefsetz, writes about the entertainment industry, and he had a great line in a post yesterday: “The glory days of the music business are history. They’ll only return when the glory days of mu... (more)