When designing or implementing any sales or marketing initiative it is critical to remember that the only opinion that matters is your targeted customers.

A reminder that we've been here before - and what to do about it.

The news this week about Lehman, Merrill Lynch, AIG and others is a reminder to all of us to never forget where profits are supposed to come from.

I've spent much of the last four years attempting to get businesses to understand that the more focused you are in whom you are trying to attract the better - and faster - the results will be.

When will we learn? Marketing shortcuts always sound good - and usually lead to only more trouble.

It challenging times, we try to do too much. That just increases complexity and the resistance to progress.

Unfortunately, it never ceases to amaze me the lengths the sales and marketing industry will go to in reducing the trust people can have in sales "professionals".

I've been working with a number of sales reps of the last few months and the thing that strikes me most is how often salespeople stop just short of creating value and making more sales.

I'd rather lose playing my game then attempt to win playing someone else's -- in the end you lose either way, but at least the former gives you a chance to fight again.

One of the toughest decisions to make is how much to spend on a marketing or sales initiative. Here's a good guide.

Starbucks' recent promotion demonstrates that they are not ready to get back to the core values. Instead they're trying to discount their way out of commoditization - a dangerous step.

A great example of living the 5 critical principles that I blogged about earlier (and example not getting it).

Failure to follow these principles will thrust you further into the storms of commoditization.

In case you haven't seen the new Paris Hilton for President ad, here it is. While this has nothing to do directly with growth, it reminds us to not take things too seriously - when we do we lose credibility.

I have to admit it - I never thought I'd succumb to Twitter, but I have. Keep up with some of my "mini-posts" and thoughts. Plus, an added benefit of Twitter.

The trend calling for "the end of the salesforce" is on the rise again. The reason is that salespeople, as a whole, are not providing the ROI they need to support the resources they require. Learn why here.

Information is no longer an advantage; nor is access to it. Now, it's the ability and speed to transform information into meaningful action.

Here are some rules to live by when communicating.

Learn why an early warning sign of stalled growth is the failure to lose enough business. That's right -- I said lose.

A quote every innovator or fast growth executive should see.

Innovation is critical to growth. Here are two books that I've just finished reading that will highlight the keys to making innovation successful.

Another example that we learned all we needed to know about life when we were kids.

The critical filter every fast growth company must use to implement effective innovation and differentiation is a focus on their Money Making Machine.

The first question any company should ask about a new idea is: How does this make our engine run better, faster or stronger.

Too many websites miss out on the demand creation potential of the web - thus contributing to their own commoditization.

Your growth - of revenues and margins - starts with how you define your market and your offering.

Doug's most recent "Fast Growth Focus" in the Washington Business Journal provides insights to building an effective senior team. Check it out.

Sometimes the worst question you can ask is, "What do you think of [fill in the blank]?"

Don't let the environment of fear drive your decisions. Whether there is a recession or not, there is clearly an opportunity to take control of your future - the question is will you capture it?

The Super Bowl will show, yet again, the distance we still have to go to get out of the industrial-age mindset.

Despite the increasing evidence that "interruption marketing" is losing its effectiveness and increasing the negative equity that surrounds it - businesses keep pushing the extreme envelope.

Paying too much attention to your competition can kill your growth.

Why does your company exist? Answering this question is critical to both breaking free from commoditization and expanding your profits.

In our pursuit of enabling companies to break free from commoditization, create a sustainable, unfair competitive advantage and cut sales cycle times in half, we are growing our team. If you like our blog, imagine what working here could be like.

Design has become a very powerful word in business language; unfortunately very few people know what it means. Here's a great description.

Great reward is always a by-product of doing great things. The key is to focus on the great things; not the reward.

It's easy to forget sometimes, but our prospects and clients have far better (and more important) things to think about that our products, services or 'brands.'

When does staying in touch with your clients and prospects risk repelling them?

There is a lot of disagreement about what Apple's move means to attracting early adopters, and growth in general. Here is a response I gave to a reader of this blog that may shed some more light - or at least my thoughts - on the matter.

An interesting article about corporate blogging features yours truly.

Treat your fans well and they will take care of you.

If you have salespeople, make sure you read this post.

Sometimes the least expensive ideas are the toughest ones to implement.

Are you a 'total solution provider' or a 'partial solution provider'? Your answer, and the actions you take based upon those answers will determine how fast and profitably you grow.

Significant advantages are gained when people do things that few others are doing. Corporate blogging represents such an opportunity.

When you promise the marketplace that you are the value-added provider and/or that you provide a personalized experience, it's important to make sure that you do. Remember, you're only one step away from being replaced by an online option.

Many of you may know that we are actively involved in transforming the way companies and salespeople sell. To support that effort, we have launched a new blog - The Third Wave Selling Blog.

Lying to your customers is a never a good idea - no matter the reason.

Sernovitz guides readers in easy-to-implement, must-do's to capture the most valuable form of marketing enabling you to accelerate your growth.

If it doesn't taste like oatmeal and doesn't look like oatmeal - it's a pretty good bet that it's not oatmeal. Why this lesson is important for any company looking to create a competitive advantage.