General Sales & Marketing Category

Marketing emails… Evil? Or useful?

About 1,100 words about how different perspectives perceive marketing emails

Read More

Why a deal registration system matters at Hybrid Sales organizations

Let’s start this with a simple statement that “trust is earned, deal by deal.” Also, there are a few downsides to consider. Let’s skim over both sides here. While trying to figure out whether you should have a deal-registration process at your company, you’re worried that: 1)    You’re giving away margin dollars for no good reason […]

Read More

The evolution of an idea

OK. Have you ever been sitting around with your friends or work mates, and say “wouldn’t it be a great idea if we could…?”. Or, you’ve already come up with the seeds of a great idea on your own. How do you make it come to fruition? How long will it take? How much work […]

Read More

Marketing and sales teams should be better integrated

I’ve been incredibly fortunate to have worked with some of the best marketing talent in the tech industry over the length of my career – starting with 16 years at Apple, three years at Zebra, one at Lextech, and almost one year at LiveAction, for instance. I’ve also worked with some of the most-dedicated salespeople […]

Read More

A short treatise on operations employees and salespeople; and, who’s in sales anyway? (AKA, nothing happens until something gets sold.)

OK – by show of hands – how many people feel comfortable being sold something – even something you want? How many of you like salespeople? How many of you get a good feeling knowing someone with the title “Account Manager,” “Regional Sales Manager,” and so on, calls you on the phone or is coming […]

Read More