From What I've Gathered

Do As I Say, Not As I Do

I received a phone call the other day from a very well known marketing automation company.  They were calling to see if I had availability over the next few days to sit through a demo of their software.  They were convinced that they could help me with my marketing objectives and help me reach my…

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Tradeshow Follow-up

Yes, the title of this post has the word “tradeshow”in it.  They still exist, and for many companies, they are still a tremendous source of sales leads.  As a matter of fact, the Center for Exhibition Industry Research reports that tradeshows continue to grow (albeit modestly) in attendance and exhibitor space. So why do so…

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What Great Leaders Do

Recently, a colleague and I had a conversation about leadership.  He referred to a blog post where the question was asked, “Would people still follow you if they didn’t have to?” An intriguing question to be sure. I challenged the question by asking, “Why are so many leaders focused on getting people to follow them?”…

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What To Do When Sales Won't Cooperate

It happens. You’ve done everything right. You invited them in. You listened. You’ve gone on sales calls, sat through demos, listened to their customers. You’ve created a qualification model that gets them qualified leads according to their definitions. You’ve worked with them to create a demand generation process that aligns with their way of doing…

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Will Fear Stop You?

I had a great conversation with a friend yesterday.  We were talking about the “what’s next” journey…  you know, that conversation where you look into the future and plan the next step of your career or life or existence or whatever.  My friend brought up the topic of fear, which is a natural and all…

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Unfortunately, What B2B Marketing Can Expect in 2014

Welcome to the beginning of a new year, the time when the B2B marketing pundits and prognosticators offer you their predictions on what we can all expect to see over the next 12 months.  As in years past, we’ll see some of these things come true, and we’ll see some conjecture remain just that…conjecture. When…

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