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Richard Fouts

Former Research VP

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Marketers as Entertainers

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…

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Are Sales People Born … or Made?

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.” …

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Gartner for Marketers