J Richard Dema – Medium

J Richard Dema

J Richard Dema
in
Quick Principles

All the World’s a Stage

The role of marketing can be understood as, or is analogous to, certain activities of a successful theatrical production.

Jan 28, 2016

Jan 28, 2016

J Richard Dema
in
Quick Principles

The tide of growth moves all boats.

Growth is a beast whose many tentacles reach throughout an organization. All aspects of your business must be in continual balance to grow…

Nov 30, 2015

Nov 30, 2015

J Richard Dema
in
Quick Principles

Lead qualification and appointment-setting are two different animals. Keep them in different cages.

In the realm of phone outreach, there is a huge and important difference between the qualification of leads and the setting of appointments

Nov 3, 2015

Nov 3, 2015

J Richard Dema
in
Quick Principles

To be or not to be.

The hard part about decision-making — and management in general — is that most people can’t act only on a hypothesis. They get bogged down…

Oct 6, 2015

Oct 6, 2015

J Richard Dema
in
Quick Principles

There is no right or wrong. There are only the odds.

Decisions are rarely right or wrong in business. They are rarely binary, and usually we don’t get to make them for the long term. A…

Oct 6, 2015

Oct 6, 2015

J Richard Dema
in
Quick Principles

Growth is a dance to the music of the market.

Growth is a mysterious thing. It is not normally linear or even exponential; it’s chaotic. At best, it is periodic. What we mean by this is…

Sep 16, 2015

Sep 16, 2015

J Richard Dema
in
Quick Principles

Real-time feedback gives you the courage to act.

It takes a certain amount of courage to act upon incomplete information. But as a leader you must act, so be brave! Fortunately, feedback…

Sep 11, 2015

Sep 11, 2015

J Richard Dema
in
Quick Principles

Making a decision on-time is more important than making the “right” one.

You will never have perfect information with which to make decisions in business. We live in a messy, complex world. To get technical, the…

Sep 3, 2015

Sep 3, 2015

J Richard Dema
in
Quick Principles

If more than 3 or 4, there’s no score.

To be effective, feedback systems should filter and collect data into just three or four key, actionable numbers. And only three or four…

Sep 1, 2015

Sep 1, 2015

J Richard Dema
in
Quick Principles

People love to read what they told you.

Put stuff into your presentations and proposals that come directly from your conversations with prospects. Use a “Situation” section in…

Aug 26, 2015

Aug 26, 2015

J Richard Dema

J Richard Dema

Founder & CEO of SM&S Systems, Inc., a management and marketing consulting firm, for over 56 years. And I have enough gray hair to get me in trouble.

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