C-Suites Don’t Trust Sales Reps, Part 2
In this second part of a 2-part episode of Front Lobby Confessionals, Tom advises us how to use his trademarked Critical Insight Selling techniques to offset the distrust of sales…
C-Suite Executives Don’t Trust Sales Reps, Part 1
In this 2-part episode of Front Lobby Confessionals, Tom analyzes recent sales research published by Harvard Business Review and Edelman Worldwide. EXTREME VIEWING CAUTION: If you’re in sales or working…
How We Lost Our Sales & Marketing Way
In Episode #3 of Front Lobby Confessionals, Tom explains how we’ve lost our sales and marketing way over the last three years — and he does it in less than two…
Watch Out For Gen Z, They Insist On Being Ethical
In Episode #2 of Front Lobby Confessionals, Tom discusses the significance of GEN Z in relation to corporate ethics. Are we spending too much time focusing on Millennials when our attention…
When Is It Time For Thought Leadership?
In this week’s Front Lobby Confessionals, Thomas R. Marks takes a look at when it’s the right time to implement a thought leadership position in your company. Since it takes a…
Why you can’t trust surveys about the most trusted brands
Each year, with quite a bit of fanfare I might add, Reader’s Digest releases their 40 Most Trusted Brands in America. And each year it’s pretty much the same song…
Why critical insight selling is the new sales approach everyone is trying to initiate
In the Ad Nauseam Hall of Fame, in the Sales Wing, you’ll find no shortage of sales techniques including SPIN Selling, N.E.A.T. Selling, Conceptual Selling, SNAP Selling, Challenger Sales, The…
Why all companies need to be thought leaders
Let’s face it, everyone’s looking for an edge. An edge over their competitors, a service edge, product edge, sales edge and a relevant differentiation edge. In fact, in the 1980s…
If you’re looking for a speech that no one has ever heard before, book Tom today
The first thing Tom did when he began researching thought leadership’s history including the philosophies of Socrates, Plato and Aristotle, along with Tom’s own Disciplines of Market Leadership and Critical…
The never ending discourse of defining thought leadership
41 years ago, when I started my career in sales, marketing and thought leadership, I became fixated, if only for a short time, on the numerous definitions of marketing. From…
The history behind the importance of storytelling
Much has been written about the significance of storytelling in sales and marketing. In fact, much has been spoken about the importance of storytelling in everything business related. It’s not…
Is the bankruptcy of trust diluting brands?
Quite a few years ago, long before Wells Fargo began fleecing their customers, I gave a speech to Wisconsin executives affirming that the single most compelling market differentiation for businesses…
