Your competition isn’t who you think it is
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition.
Why your technology-neutral message is the wrong one
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”
5 tips for working from home when your head and heart are distracted
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son. Each morning I’d fight Boston traffic to spend my days with Ari on the 8th floor at Boston Children’s Hospital.
How to create outstanding sales growth with channel partners
Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.
Some customers are more important than others.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
