Keynote Panel to discuss "Selling to IT" Best Practices

Православни икониI will be sitting on a Keynote Panel at the Technology Executives Club in Chicago on August 26th.  Here is some information for the event and a link to register below. Link: http://bit.ly/p8l4QJ Session VII Keynote Panel: What’s Working Now? Interviews with Sales and Marketing Pros who have learned how to grow their pipelines and [...]

Panning for Gold

мека мебелI am working on an article with Paul Leonardi, a former professor of mine at Northwestern University.  We have been discussing ways to articulate a people, process and technology system that I have adopted into a business I have Co-Founded called Get Me The Right Job! (GMTRJ).  At GMTRJ we have developed a way [...]

Call Poison Control

Here is a guest blog at Zoominfo by Ben Bradley from MaconRaine (http://maconraine.com).  These are some more findings from our recent work.  If you have a bad sales process you better call poison control. Excerpt – “According to the 2010 Miller Heiman Sales Best Practices Study, less than 20% of respondents said they use a prospecting [...]

Do Lawyers cut grass now?

I have been doing a lot of collaboration and work with Ben Bradley at MaconRaine (http://maconraine.com) over the last few years.  We are getting close to finding the right mix of solutions to fix the broken sales, marketing and lead generation processes in B2B organizations.  Here is Ben’s take on some of our work. Excerpt- “When did the job [...]

Uh Oh… Thinking of hiring a salesperson?

If you are thinking about adding to your team, hiring your first one or just trying to figure out how to find “more customers” and “more revenue” this is something you should read.  If you do not come from a sales background and you are now responsible for sales, starting your own business or have [...]

“Design Thinking” instead of traditional selling

It is a struggle keeping the sales machine moving. The sales team is under pressure, the marketing team is busy playing with twitter and management wants to wait until 2010. For everybody else, now is the time go all in. Big opportunity is knocking. Yes, I said opportunity to reinvent the way you engage with [...]

Are those clean or dirty?

I hate to unload the dishwasher.  My wife hates to unload the dishwasher.  Why is that?  It seems simple enough.  It is kind of a necessary evil for running a household, yet it is by far more hated than the vacuum or taking out the garbage at my house.  Let’s explore how this mundane household task can help you [...]

Are your Sales & Marketing Efforts Aligned?

My friends over at MaconRaine, LLC are working on a great study to benchmark current efforts working toward sales & marketing alignment.  They are conducting a survey and will be creating a great document after they compile the data. Here is the link to the survey… http://www.surveymonkey.com/s.aspx?sm=lT4fBV24_2bBzdJIcqFbboDQ_3d_3d

You are doing it wrong…

So many technology companies are started by engineers, delivery or consultant types and are rarely able to grow or survive.  What causes it?  Why does it happen repeatedly?  Let’s take a closer look… 1.  Techies like to sell features and benefits.  If one person bought it everyone will. 2.  Non-sales minded people or people coming [...]

Does Marketing help? It Better!

Seems to me that marketing has come a long way in the last ten years but often still falls short of helping sales in a measurable way.  Marketing should be a function that moves prospects into the sales funnel and even shortens the sales cycle by building trust, credibility and demand.  However these efforts are [...]

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