I help manage marketing vendors for one of my clients. Using external resources is often a way to get things done quickly without having to develop the skills internally. Some of these resources are significant with expenditures of over $100K. An interesting thing happened when I elected to postpone or suspend these services for a period of time.Read More
Asking how many sales people it takes to add sales revenue to a forecast is the wrong question. Looking at what resources are required is a much better question. See how several surveys bear this out.Read More
Our secret is that each of us maintains a set of priorities which we know are important and we would get to if it weren’t for all this “really insignificant stuff” that occupies our time.
While I could rant about what is important and what is a waste of time, I’m not sure it would change behavior. However, here’s another option that might help you get done some of those things you know you could be doing. Hire a college intern.
The ability to think about marketing and sales problems backwards often leads to new insights. Asking “How can I get fewer customers”? is often more valuable than asking how you can get more. Adding this personal thinking skill can make you more effective. Click to find out “How Can I Get Less Done?”Read More
With 80% of prospects now finding their vendors (online) rather than the other way around, it’s vital to understand the new e-marketing currency of “Quid pro Nada”. A recent cold call I received is a great example and caused me to rethink when to make information available. If you’re protecting the information that engages your prospects, you aren’t engaging prospects.Read More
Share Alligators are reptilian feeding machines. Controlled by little more than their prehistoric lizard brain, they respond to food and territory. I can remember vividly a Florida vacation with my parents at the age of seven, the heat and the smell of decaying swamp grass at some nowhere highway tourist trap that bred baby alligators […]Read More
ShareEvery winter, vacationers from New York City go to Florida. Some of those vacationers visit Florida’s well-known alligator farms. When they return home to New York, a small number of them bring back cute little alligators they’ve purchased at the farms as pets. Baby alligators are small and can be kept in aquariums, feeding on […]Read More
SharePower in most corporations is directly related to proximity to the revenue stream. Why? Because power comes from revenue. No revenue, no company. That’s why it’s unusual to find someone in R&D running a company. It doesn’t mean there aren’t exceptions. R&D is important. So are manufacturing, operations, finance and so on. Certain companies may […]Read More
ShareWhat’s changed in the last 10 years in marketing and sales? Everything. If you’d fallen asleep in the 90’s and awoke today you might not recognize the marketing and sales landscape. And it is surprising how many sales and marketing professionals are still stuck in the 90’s. After all, you may not be wearing that […]Read More
Share… is a saying I recently saw on a Despair Inc T-shirt (http://www.despair.com/). If it’s true, then why create a blog on the gap between sales and marketing, especially when 95% of all blogs fail and most B2B blogs collapse after 10 posts? Why should we be concerned about how sales and marketing function together? In a […]Read More