“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 your [...]

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 from the [...]

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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