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Richard Fouts

Research VP
Richard Fouts analyzes best practices in marketing management for technology and service providers, including insight and advice in brand management, market and competitive position, messaging, sales, and go-to-market strategies.
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Marketers as Entertainers

October 19, 2009 | 0 Comments

One of my favorite pieces of advice from Guy Kawasaki’s book, Reality Check, is about the value of entertainment. As business leaders, Guy tells us that our number one goal, when presenting, is to entertain.  Sure it’s important to inform, and you have to be insightful, but if you bore people to tears, you won’t… Read More

Are Sales People Born … or Made?

October 5, 2009 | 6 Comments

How many times have you said, “She was born to be a finance manager, or a realtor, or a cab driver … or a competitive analyst?”  I don’t think I’ve ever heard someone link DNA to these other professions, but plenty of people still think sales people come from the factory with special “sales genes.” … Read More