Just the facts

Dragnet’s Sgt. Joe Friday

The principal assumption of modernity – the human era governed by logic and reason – is that there is an attainable objectivity when it comes to facts, even when applied to historical narratives. This is arguably false, however, when the postmodern practice of deconstruction is applied to any event or occurrence involving multiple narratives. It is perhaps the single most disruptive force of the current era, for a networked citizenry is able to seek out, create, and approve its own narrative while rejecting that of any self-serving hierarchical authority. The election of Donald Trump as President in 2016 was, in part, a reflection of this, for Americans find themselves in a season of questioning facts presented by any group through one-to-many (mass) media, including that which is highly political. Even the top-down messaging from the President of the United States to the citizens of the nation is becoming less and less “factual” with the citizens’ ability to deconstruct any presented narrative.

I view this as a good thing; many others don’t. It would be quite foolish, of course, to assert there are no “facts” in life, but those that drive narrative establishment are fewer and father in-between than you might think.

The 2016 presidential campaign brought to light purveyors of “fake” news, those websites disguised as news websites with deliberately false reports designed to gain pageviews without a conscience. More than for purely economic gain, these sites exploited the zeal of mostly right wingers who were motivated to pass along their lies via social media. One can argue the degree to which such false information influenced the election, but it certainly wasn’t zero. The term “fake news,” however, was too catchy for conservative commentators to ignore, so – in a remarkable feat of doublespeak – they simply applied it to their long time straw man, the so-called “liberal press.” This is the most dangerous leftover from the feast that put Mr. Trump in the White House, and it threatens every single one of our liberties. Since the birth of the Fourth Estate in the French Revolution, the press has served as a check on power in Western Civilization. They did not become such by pleasing the status quo, and this was a given for many centuries. To successfully label the watchdogs as “fakes” through political hackery is a result that could only come from the strategic use of propaganda.

Liberal political bias so dominates the mainstream press, the thinking goes, that it requires a deliberate conservative balance. This is a clever lie that I was partially responsible for spreading during my work as executive producer of The 700 Club in the 1980s. It’s a lie, because it presupposes that whatever we’ve historically known as “the news” is, in fact, politically motivated at core and therefore requires – no, demands – a corrective or “balancing” political response. The mind that drives President Trump’s strategies, Steve Bannon, repeated his description of the press as “the opposing party” in his appearance at this week’s CPAC (Conservative Political Action Committee) conference.

White House chief strategist Steve Bannon mocked the media for how it “portrayed the campaign, how they portrayed the transition and now they’re portraying the administration,” saying “it’s “always wrong,” during Thursday’s speech at CPAC …

… Last month, Bannon told the New York Times, “The media here is the opposition party,” adding, “They don’t understand this country.” The former Breitbart executive and other Donald Trump surrogates have been combative with the media, often calling CNN “fake news.”

This is a political talking point and nothing more, The problem is that conservatives have hijacked the brand “liberal” and redefined it to suit their wishes, They’ve framed the press into an indefensible corner, a false hegemony that requires more than denial to escape.

The truth is that while “the news” may indeed cover politics, it cannot be political at core, for the proper word for that is propaganda, the toy of the public relations industry, not journalism. Granted, there has been a destructive blending of the two over the past 100 years, but there are a great many journalistic enterprises that remain untainted, and they are nearly all newspapers. Ethics matter in journalism, and I say that as a former ethics professor. The First Amendment, which gives the press a unique liberty, requires self-policing. Speech may be free, but consequences, economic or otherwise, are not, and no journalist in her right mind would dare venture beyond ethical protections. This is why newspapers created the editorial page, where leaders and members of the community could express political views based on “the news.” As one who has practiced journalism for over forty-five years, I can state emphatically that there is no liberal conspiracy or political slant to the news. By definition of the word “news,” what is considered news is, well, new, and by that measure, one could accurately state that “the news” is progressive by design. But that does not make it political, and therefore, a political response isn’t justified whatsoever. This is my beef with so-called “right wing news,” for it was created as a political response to the mainstream press, which makes it false by definition. There is no such thing. Its purveyors are living an illusion, and its followers are a mislead group, for the very best one can say about it is that it is propaganda disguised as “the news.”

As it exists today, this group has little regard for facts and has partially fueled the rise of the postmodern culture’s desperation to find, for themselves, order within the chaos that threatens their peace. The mainstream press is astonished at being labeled “fake” or Bannon’s “opposition party” and doesn’t yet have a strategy for fighting the label except to deny it. They cling to the long-established assumption of “objective historical facts,” while the social engineers on the right argue for alternative meanings. While I believe this is all quite necessary for our culture’s advancement, we’re going to have to eventually agree on this business of facts. Rather than addressing ignorance in productive ways, we’re hung up on yelling at each other, although I believe this will pass eventually.

Even arguing the opposite – a “distortion of objective historical facts” – is committing the same error of reason as relying on those same facts in one’s arguments. Those who do are trying to make a case for said facts without evidence. They are merely attempting to make an inarguable argument over often highly questionable assertions they are trying to prove, and it doesn’t work anymore, because people can make up their own minds with just a little research. The idea of objective facts has served our Western culture well, because modernity refined the concept of top-down rule based on this assumption. If the rulers said it was fact, it was fact. It doesn’t matter if the hierarchy is dictatorial or democratic, for both ultimately rely on the power to control narrative in matters of fact. When such hierarchies are revealed as self-serving, however, those on the lower rungs are free to question the narrative or narratives that gave the top its authority in the first place.

What Donald Trump represents is the figurehead of one of these deconstructions, which is reasonable and understandable. Many Americans view their current circumstances as the chaotic fruit of those despicable liberals in charge who always act in opposition to the best interests of their conservative thinking. This would be completely acceptable in a postmodern universe were it not for the false assumptions that created its propagandistic narrative in the first place. Postmodernity doesn’t “replace” modernity, and that’s the problem. One does not give up his ability to think and reason simply because participation and experience suggest otherwise.

The postmodernist may discard historical narratives in her quest for truth, but she must in the process investigate the facts that the authors used to create the narrative in the first place. This is the proper role of deconstruction, for one may reject the conclusions of her predecessors, but she may not do it at the expense of truth, whether objective, absolute, or chaotic.

Facts, we must always remember, do not exist solely to create order, for order, as Henry Adams so brilliantly put it, “is the dream of man,” while chaos is the reality of nature. Therefore, the postmodern mind embraces the idea of factual chaos, while the modern mind must consider such as functionally unreasonable. Thusly, the right wing narrative is as false as the left wing narrative, because neither represents the entirety of chaos. Time and chance do not suit the modernist mind, but these are part and parcel of the postmodern reality and beyond.

Upon consideration of the above, the modern mind will default to its versions of absolutism and especially the nature of expertise that is gleaned from an educational system designed to promote the hierarchy. This boxlike structure rejects anything outside as undesirable and attaches labels that dehumanize through mockery and disdain such people. This includes the “liberal” moniker, which has been defined over the last thirty years as anyone or anything that wants to take away what one has or prevent one from getting what they believe they deserve. It’s neat. It’s simple. And it’s also utterly self-serving, for the hierarchy must protect itself at all costs. Anything else is assumed chaotic, and chaos is never to be accepted in the governance of humans, even though John Wycliffe wrote upon completion of his common English language Bible, “This book shall make possible government of the people, by the people, and for the people.” Wycliffe knew that an internal governor was preferable to an external governor, because humans are so easily drawn away through self-centeredness, especially those with power over others.

The real American dream is self-governance, and without it, there is only the nightmare of the bayonet.

Donald Trump is by no means the end of this cultural shifting, but he is quite likely the beginning. For those of us in the trenches of life, we must do three things that are quite necessary in order to assure a bright future for our progeny.

First, we must protect at all costs our ability to freely connect. The web is open, for example, but Facebook is not, and this will drive darknet and backbone development in the decades to come. Net neutrality is the most important issue facing our culture, but most people don’t even know about it, which will enable corporations to steal the net from us. This will favor the haves, and we will be worse off than before.

Two, our day-to-day activities must include the recognition of narrative in those with claims of truth, any truth. This will be a challenge, for the education must begin with children. It is, however, an opportunity for someone. The dream that if we just work hard and keep our noses clean, we will be rewarded is a self-driven illusion of the ruling class, the only ones who really reap the rewards of a satisfied, lower-class labor force.

Finally, we must prepare ourselves and our children for an era of work very different from our parents. They’ll probably work at home or a home office of sorts. That means space, tools, a stout internet connection, and privacy. I agree with Mark Cuban that creative expression – and especially the ability to interpret data and provide creative analysis – is the job skill that will be most coveted downstream and especially in the near future. If you’re going to opt for college, move basic liberal arts to the top of the degree list, but it would also be useful to consider options outside college that will stretch the creative mind.

In essence, I view all of this as a necessary evil that we must get beyond. My entire life has been lived in a growing slough of bull crap, and humanity – free humanity – will never reach its potential in such muck. Life is certainly hard enough without being forced to trudge through the senseless nonsense designed to trap us all forever at the bottom of order’s pyramid.

Let chaos reign, at least for awhile.

Understanding “Alternative Facts”

Here’s a little perspective on the matter before us: Marketers have been lying to us since the days of the snake oil salesman. I’ve told the story before of the TV commercial I witnessed many years ago during the grapefruit diet fad. The ad was for so-called grapefruit pills that would help people lose weight. At least that was the assertion of the creator of the commercial. One scene featured a guy washing a horse who turned to the camera and actually said, “It’s so darned easy, it’s GOT to work!” If the FTC ever wanted to crack down on false advertising (they won’t), it would open the eyes of consumers everywhere.

There are many, many ways for marketers to lie. There’s lying by omission. When tissue companies, for example, sell the same sized box with fewer tissues inside for the same or slightly reduced price as before, they are lying to increase profits while giving the impression of holding the line on consumer costs. Welcome to the world of Madison Avenue and the secrets of mass marketing.

Well guess what? People are slowly catching on to these lies, and they’re sharing their knowledge with their families and friends, some of it via social media. It’s getting harder and harder to get away with such, even though there are still a substantial number of folks who’ll believe that it’s so darned easy it has to work. This is where we find ourselves today with all forms of mass media in the worlds of politics and news.

I have an ongoing study, for example, of events in the Middle East, thanks to my family living in Amman, Jordan. There are publications working to deconstruct the Zionist narrative that has been the public face of Israel since 1948. We all need to learn more about narratives, and especially those that undergird even our most basic assumptions of life, for very often these narratives are propaganda and very definitely false, at least to the point where they deserve regular review and often deconstruction.

All of this is to say that KellyAnne Conway’s “alternative facts” is really a fruit of what’s been taking place for years, that is the struggle of those who need to maintain narrative control in a media environment that questions narrative as self-serving propaganda. This is the beauty of our newly connected universe, for it’s impossible now for an institution (and government is certainly an institution) to maintain its own version of truth at the expense of those at the receiving end of their “service.”

This is going to get much worse in our culture, until we all learn that such falsehoods begin with lying to ourselves. Shakespeare wrote: “This above all, to thine own self be true, and it must follow, as night the day, that thou canst not be false to any man.”

May that day come quickly.

1968 just called, wants its mood back

Puppet masters are at work online

Puppet masters are at work online

As Donald Trump continues his effort to seize the law and order position in the wake of continuing violence on America’s streets (“Make America Safe Again”), the whole mood of the country is reminding me more and more of 1968. Prophecies of anarchy were the news back then, as the assassinations of Robert Kennedy and Dr. Martin Luther King triggered violence in the streets. But the riots in Los Angeles and elsewhere were just a part of the overall scenario, which included Vietnam – with its Tet Offensive and My Lai massacre and campus protests. The sitting president, LBJ, decided not to run. Chicago police overreacted to demonstrators at the Democratic National Convention in Chicago. Internationally, there was “Bloody Monday” in Paris, demonstrators were slaughtered in Mexico City, and the Soviets invaded Czechoslovakia.

The end result was the election of Richard Nixon who ran on the position of ending the chaos by restoring law and order. Of course, he then went on to resign his presidency for maintaining a slush fund through which he financed illegal operations against his political enemies. So much for law and order.

Today feels very familiar to me and apparently others who lived through 1968. It’s an election year, and the news is filled with nastiness with each candidate proclaiming the other to be crooked or moronic. Violence in the streets has everybody panicked. Police are killing blacks. Police are being killed. Muslims are under attack. Terror is winning the war for the minds of free people, and mostly, there’s a sense that a rigged political and financial system is public enemy number one. “What’s the use?” is the overarching dark cloud that governs the hearts of Americans today.

The American dream, it turns out, is not wealth, but the appearance of wealth that can be obtained through debt. Television shows us that possessions equal happiness and that we can have them before we pay for them. Hard work and dedication means allegiance to the rigged system, for “the rich man writes the book of laws that the poor man must defend.”

But 2016 isn’t 1968, and while the similarities may be striking, there’s something at work today that wasn’t even imaginable back then. I’m talking about The Great Horizontal and the disruption of culture by the advent of the digital network. Culture’s bottom – you and me – are connected and can communicate without going through one of the information filters of top-to-bottom communications. This makes the situation in real life both worse and better, but regardless, it’s here to stay. Of course, the day could come when “the authorities” decide it’s just too dangerous for them, and they’ll move to disconnect us in the name of our own safety. They will somehow shift the blame to “incitement,” which is Israeli Prime Minister Benjamin Netanyahu’s favorite weapon against those who would dare to lift a finger against his expansionist efforts. If it can happen there, it can happen here.

You see, people have always known the system was rigged, but postmodernism and its practices allows people now to better understand the hows of the rigged system, and they’re angry over it. We’re all angry about it – some of it is pretty absurd – and we’re demanding change. Most importantly, we have the power today to do something about it long after the noise of 2016 is over. When I wrote “The Evolving User Paradigm,” I was looking through this lens. The network will never stand still and not just because technology keeps evolving. We’re evolving with it, as more and more people learn how to use it.

Freud’s theories, which ultimately led to the manipulation of the people through the industries of public relations and professional journalism, are at the bottom of much of our angst, and this can only be overcome through knowledge. The problem is that those who benefit from this knowledge are the last people to ever teach us, which is why fact-checking is such an important industry for tomorrow. I used to ask why Snopes became the authority on this until I began to realize that media companies want nothing to do with the business of separating fact from fiction. Driven by the human need to climb the cultural ladder, journalists today rub elbows with those they cover and, whether consciously or not, participate with those who have much to lose by disturbing the status quo. This is why I continue to proclaim that straightening the crooked path is the duty of everyone who participates in bottom to bottom communications.

Instead, we’re using the bottom to bottom path to pass along the rantings of those who still exploit the emotions of everyday people to meet their special interests. The production of outrageous Facebook and Twitter memes that are purely propaganda are a throwback to the methods of Edward Bernays and those who learned from him how to manage public opinion with whatever tool they could find. We’re taking messages from the top and passing them along the bottom, so nothing has really changed just yet, although the evolving user paradigm suggests hope for the future. Only the people can stop this, but it’s going to take the knowledge of being duped by special interests, including religion, which is a very, very big task.

To my friends who regularly place outrageous, false, and nasty memes in front of me, regardless of political position, please think about what you’re doing. You are being used, no matter how strongly you feel, for it is those feelings that are being tapped to manipulate you and everyone in your path. You’re angry, and we all get that, but you are also very much a part of a very old problem.

BONUS LINK: Tom Brokaw’s 1968 (YouTube)

A birthday message for media

Today is my 70th birthday, and while I should be using the occasion to kick back and relax, I’m writing a birthday message to my old media pals.

Screen Shot 2016-07-09 at 7.20.37 AM

The above image is my Google home page for the day. It’s a birthday greeting from Google served only to me and, I suppose, all the other people who have a Google account and were born on this day. The reason this is significant to media companies is it reveals the anachronistic, archaic nature of online mass marketing, which remains the only model that media companies know. They still sell their online “inventory” as if it had value against the purchase of advertising on individual browser screens. It doesn’t. Google not only recognizes my browser as me, but they can follow me virtually anywhere I go on the network. The giant ad exchanges can serve individualized ads to me directly; they don’t need Wanamaker’s “hope” to reach me in a crowd.

The question then becomes, why does an advertiser need your online mass if it can cull out only those it wishes to reach? The advertiser doesn’t, unless you happen to be a part of the ad exchange or network the advertiser is using. Geography is a simple matter when you have access to every browser anywhere. That is what media companies are up against. Media sites, mobile or otherwise, are just dots on somebody else’s detailed map, and it gets worse every single day. The extent to which media companies fight this is truly astonishing, because nothing they can do or offer can slow it down.

Meanwhile, as each day ticks by, another local advertiser wakes up to the realization that this can be done, and the value of your online mass sinks deeper into the abyss. The money drain from your community is far beyond what you realize, and so you’re doubly screwed.

Happy birthday to me.

The horizontal church

pomoLet’s get one thing absolutely straight about institutions, postmodernity, and the Great Horizontal, a.k.a. the age of participation: hierarchies are inefficient, self-centered, and therefore, unacceptable governors, and this truth is universal. Therefore, anyone proposing hierarchical governance – regardless of the logic applied – is cutting a path back to modernity and even premodernity by virtue of its one-to-many paradigm. This is where those writers of postmodern Christianity or postmodern churches do themselves a disservice in their prophecies. They don’t look beyond the immediate future, and thus are prone to error in advancing postmodern Christianity today.

Of course, culture change isn’t a zero sum game, for vestiges of all will remain in Western civilization, but the rejection of hierarchies as self-serving is a core concept of the postmodern era, which has just begun. It will be viewed as anarchy and chaos for those who long for the equilibrium of external command and control of the masses. Ah, those good old days. Let us never forget the social engineering words of Edward Bernays, the father of professional public relations, in his 1947 essay and 1955 book “The Engineering of Consent:

If we understand the mechanism and motives of the group mind, it is now possible to control and regiment the masses according to our will without their knowing it.

Or from his 1923 book Crystalizing Public Opinion:

Those who manipulate the organized habits and opinions of the masses constitute an invisible government which is the true ruling power of our country.

Bernays and cronies like Walter Lippmann may have brought these concepts into sharp focus at the start of the twentieth century, but this knowledge has existed throughout human history. Humankind has always known individuals striving for the top with the unspoken goal of raising one’s standard of living by arranging for lesser “others” to do all the work. As Ricky Scaggs sings in his song My Father’s Son, “The rich man writes the book of laws the poor man must defend.” It’s our innate animal nature. The strong thrive and survive, right?

For most people, the word “postmodern” causes a subconscious roll of the eyes or a conscious face palm. Christians have heard about the postmodern practice of deconstruction, but only insofar as it relates to their faith, and this is not an accurate depiction of postmodernism or our response to it. It’s much, much bigger than that.

Deconstruction is not an analysis, a critique, or a method, and I’m afraid that those who are defining postmodernism within the church today have reduced it to exactly that. Let’s be real here, folks. Postmodernism rejects much of what has held up the modern world, including processes and systems that were used to justify the institutions themselves. Just allow your imagination to wander, for example, to the institution of medicine, which is one of my favorite targets. Horizontally shared information and knowledge is a profound threat to anyone who has a stake in maintaining the medical status quo. It is fundamentally naive to think that protecting its turf isn’t job one for any institution, including medicine. As Clay Shirky points out, it’s the duty of institutions to help maintain the problems for which they are the solutions. I think this is true, and as such, health care in the West will always default to the haves, unless and until everyday people do something about it. And as I’ve discussed many times in the past, this is already taking place without crossing the line of “practicing medicine,” which is the government endorsed task of the institution. Postmodernism won’t do away entirely with institutional medicine, but it will alter its value proposition considerably.

This is why I’m so outspoken regarding those with something to lose (or gain) within Christianity by writing about postmodernism and deconstruction as if they were handy tools for reinventing the faith in the image of itself. This is not what’s in store for Christianity, and I will pull no punches in expressing that view as I further explore the disruption of equilibrium in Western culture.

Along the way, we’re going to try out some pretty neat stuff. I hope you’re ready.

Advertising Disrupted

Jack Trout and Al RiesAt the height of the Mad Men era — the year was 1969 — two New York ad men penned an idea that has driven advertising ever since. Al Ries and Jack Trout discovered and innovated the concept of “positioning,” and followed it up with articles and then a series of books that established methods of manipulating audiences through branding. Madison Avenue quickly responded, and the rest, as they say, is history.

But history evolves. Seasons end as easily as they begin, and the season of positioning is running into the realities of empowered consumers and what Jay Rosen calls the Great Horizontal. It cannot last, and those who pursue it and only it may well be left holding an empty bag.

Ries and Trout’s original book is still considered foundational to contemporary marketing. It was called “Positioning: The Battle for Your Mind.” Here’s a brief definition from the book:

Positioning…has revolutionized the way products are advertised. It’s the first body of thought to deal with the problems of communicating in our overcommunicated society. With this approach, a company creates a “position” in the prospect’s mind — one that reflects not only the company’s own strengths and weaknesses but those of its competitors as well.

Ries and Trout knew that this could be controversial, so they “positioned” it not as a form of advertising but as a form of communications, of which the examples chosen were from the advertising field.

And most of the examples are from the most difficult of all forms of communication—advertising. A form of communication that, from the point of view of the recipient, is held in low esteem. Advertising is, for the most part, unwanted and unliked. In some cases, advertising is thoroughly detested.

To many intellectuals, advertising is selling your soul to corporate America—a subject not worthy of serious study.

In spite of its reputation, or perhaps because of it, the field of advertising is a superb testing ground for theories of communication. If it works in advertising, most likely it will work in politics, religion, or any other activity that requires mass communication.

What’s never really discussed is the potential for mischief through deceit. The sneaky nature of it likewise assumes, up to a point, an ignorant mass, and that has a great potential to backfire.

There are two enormous problems with the whole concept today. One, mass marketing is increasingly problematic, for mass audiences are a dying breed. Oh, there are still events like the Superbowl and the Academy Awards that draw big audiences for advertisers, but now, even popular “second screen” activities get in the way by giving viewers something new to do during commercial breaks. Positioning just doesn’t do as well in a fragmented environment or in a network. Everybody functions as a media company in the network, so any “position” can be spread virally, especially if the product or service being positioned doesn’t work as advertised. Two, it’s hard to “position” somebody when they’re hip to being positioned (and don’t like it). Ries and Trout’s “The Battle for Your Mind” doesn’t ask for approval to wage war in such a private place, and this is its most challenging aspect, especially in a world where people can do something about it. The idea of waging war in our minds was advanced in Ries and Trout’s second book, aptly named “Marketing Warfare.” The rude assumption that enough money buys a ticket to play war in the battlefield of the mind is revealed for what it is, a self-centered effort at human manipulation.

What the leader owns is a position in the mind of the prospect. To win the battle of the mind, you must take away the leader’s position before you can substitute your own.

Good luck with that in a world of equal nodes on a vast network.

One of the problems with this business is that it relies on tolerance as the measurement of what “works” and what doesn’t. The assumption of tolerance is a dangerous proposition in a world where people are actually able to not tolerate, and one would hope that this is troubling to Madison Avenue.

Nearly ten years ago, Umair Haque wrote that the best marketing for tomorrow would be the product itself, and that business resources would be better used in product improvement instead of marketing about products. In other words, positioning and all that fancy Madison Avenue footwork won’t “move” people to like something of poor value that simply doesn’t work. In a network, business is helped by people talking to and sharing with each other, because the idea of a “mass” audience is blown apart in a network. The best position, therefore, is one of reliable quality. People may pass around fads for a season, and perhaps enough to make a difference, but people in general today tend to not be easily switched, and especially when the attempt is through old-fashioned mass marketing.

Positioning, however, is Madison Avenue’s lifeblood. Starting with research, the smart marketer can determine what it is that people are seeking from whatever product is being researched. From this data, sophisticated campaigns can be created to help move the product, either by shifting the brand in the minds of consumers or by creating an entirely new brand. Some are better at this than others, and so much of advertising’s pecking order is based on success stories brought about by Ries and Trout strategies and tactics. Success, of course, is determined by how the concept impacted sales, not by how it impacts people. Corporate America marches onward, while the recipients of the marketing magic are unaware that they’ve been shifted, or so the thinking goes. Again, contrary to what the advertising world would have us believe, what the people in today’s network think matters. Tolerance, again, is a poor measuring stick.

If Madison Avenue is to thrive in tomorrow’s universe, it will have to find a replacement for positioning, but mostly, it’ll have to find a replacement for trickery and deception. Until that happens, however, there’s simply too much money at stake to even begin to entertain the idea that contemporary communications is at odds with advertising’s practices. The first thesis in the network’s seminal book The Cluetrain Manifesto is “Markets are conversations,” and there are plenty of people playing with concepts of conversational marketing. Marketing in the network is and will always be one-to-one instead of one-to-many. Consider a party. Which is more likely to produce success, signs on the walls of the party or direct communications with individual party-goers. This is the conundrum for advertising, circa 2013.

Above all, corporate America — the target of everything Ries and Trout — has to stop insulting the very people who support it through purchasing the products and services it makes. This sounds so logical, and yet it’s not even top-of-mind with those who practice the selling of what America makes.