From What I've Gathered

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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Don't Try to Please Everyone

I was reminded of this story recently, a fable of Aesop. The moral? “If you try to please everyone, you’ll lose your ass” (OK, that’s my paraphrase of the moral, but it works). The Man, the Boy, and the Donkey A MAN and his son were once going with their Donkey to market. As they were walking…

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7 Characteristics of Great Marketing Content

I had the opportunity to present a webinar a few weeks ago on “The 7 Characteristics of Great Marketing Content”. One of the characteristics was that great content can be “parsed into additional pieces for optimum use”. So, in following my own advice, I offer this blog post with the same title. Instead of writing…

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