Show Business
I had one of those delightful “aha” moments at conference recently. I had just heard Erin Crowe, CFO at Senators Sports and...
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Market Metrics Upside-Down
Even the most died-in-the-wool marketing skeptic will grudgingly admit that marketing has some positive effect. The debate is usually...
Product Managers As Storytellers
Recently I’ve been working with some experienced product managers on an exciting and innovative program. These people spend most of...
Solutions Marketing in High Gear
The shift from product marketing to solutions marketing is a significant transformation for any company. It represents a maturing from...
Why Marketers Get Fired
Whenever I hear a marketer complaining about a lack of thought-leadership content or bemoaning no action on the “thousands of leads” he’s...
Kickstart Product Sales
Another missed sales forecast. Damn! Your product just isn’t selling and there’s lots of frustration and plenty of blame to go around....
Your Sales VP Must Go!
A Sales VP is on the sharp end of the stick. There’s nowhere to hide. They often take the fall for all the shortcomings in the...
Make a Decision!
Jim Collins introduced the concept of “the Genius of the AND” to millions of managers in his book Built to Last – Successful Habits of...
Ensure Your Price is Right
Pricing – it isn’t glamorous but it certainly has a long-term impact on sales effectiveness and profitability. It’s actually one of the...
Prepare Winning Proposals
Before there were websites, even before there was an Internet, the place where “conversion” occurred was on the pages of a well prepared...