Blog

According to research conducted by office supply chain Staples, 63% of small business owners don’t have a 5-year plan.  This is just one of the many data points that point to a problem with business owners and managers today: Lack of Strategic Planning. As I have interacted with executives at large and small companies, it […]

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The Five Question Sales Call

20 January, 2015
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Years ago as part of a client engagement, I accompanied one of my client’s sales reps in an effort to learn more about their sales process and their company’s clientele. During one particular call, we met the prospect in the lobby, exchanged pleasantries and followed him to his office. Once we arrived, he looked at […]

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Last month, I began working with a client, coaching them on developing their demand generation strategy and process.  About a month into our engagement, they asked me if I had any thoughts on how they should approach their upcoming industry tradeshows.  I outlined some ideas, and thought, “That would make a great blog post.” What […]

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Workshops

06 January, 2015
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In this post, it may seem that I’m going against much of the advice I give my clients.  I often encourage them to “Make sure your content is not self serving”;  “Don’t be salesy, be helpful”;  “Remember, it’s not about you, it’s about your buyer”.  I give this advice because I know it works, and […]

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Last week, I had the chance to contribute to an on-demand discussion about Sales and Marketing Alignment. I was joined by Bill Golder, President of Slingshot Growth Partners, and we addressed the “alignment” issue by making the case that alignment only gets marketing and sales teams so far. We contend that real success demands something […]

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