Blog

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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Last week, I had the privilege of conducting a Demand Generation Workshop for 27 marketers representing 19 different companies.  The workshop was designed to be a “lab”, a place where marketers could learn about how to build an effective demand generation program, and then spend time applying what they learned to their respective companies. The […]

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My Ulterior Motive

23 October, 2014
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In the last 18 months since I decided to leave the consulting company I founded, I’ve been asked over and over again, “Why did you leave?” The short answer is “I wanted to stop building companies, and start building into people”.  After doing so for 18 months, many of my current clients and colleagues have […]

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Why Do They Do What They Do?

08 October, 2014
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Years ago, I was stuck in a conflict with a colleague.  As often happens with conflict, both of us thought we were in the right.  Looking back, we were probably both right on some issues, and in the wrong on others. But at the time, both of us chose to stand our ground and not […]

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Generating Referral Leads

22 September, 2014
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I recently read an article about the value of building a client referral network. The author was so convinced that referrals from clients are the most effective lead source that he recommended marketers allocate 80% of their marketing budget to developing a customer referral program. While I’m not ready to recommend that 80¢ of every marketing […]

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