Posts & Resources

Out of Oxygen? The 1-hour Litmus Test for Selling High

Out of Oxygen?Are you selling too high? Many technology companies automatically aim their sales effort right to the top of their prospect’s organizations. The C-level suite are the peak target and the rest of the organization are the footholds to get there. This is particularly true for companies selling enterprise-class and higher ticket offerings. Consider the compelling reasons to [...]Read More »
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Make Me Change: Fostering market adoption

ChangeMeWhat causes a business to make the leap to a new product or service? As I scanned my Twitter stream through the steam of coffee, I clicked through to Om Malik’s post, “The Economics of Attention: Why There Are No Second Chances on the Internet.” One of his points sums up what I believe is [...]Read More »
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What a Loser! Learning from lost sales.

Man sticking his tongue out and gesturing loserLearning from our mistakes and losses…depressing. No one likes to lose. Today, we steep our children in a culture of “everyone’s a winner.” In some cases we no longer keep score in competitive sports for young kids. Of course we want to infuse our future leaders with high self esteem. Not coincidentally sociopaths’ personality profiles [...]Read More »
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Partner Funded Market Development

Partner Funded Market DevelopmentEvery company, no matter its size or industry, has an ecosystem -- a web of companies and people whose success depends, at least to some degree, on your success.Read More »
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