Revenue Summit 2017 and the ABM Movement

By | April 19, 2017

Revenue Summit 2017 was a 3-day conference where leading Sales and Marketing pundits, vendors and leaders came together to discuss the latest B2B tips and tricks for finding and closing new customers.  While all the usual topics and buzz words were on the agenda, the resounding theme was all about Account Based Marketing. The goal… Read More »

5 Steps to Fostering Sales-Marketing Alignment

By | March 23, 2017

Startlingly, your customers have typically gathered 70% of their information about you and your product or service before they ever engage with you. Although the responsibilities of both marketing and sales divisions have evolved significantly to respond to the correspondingly increasing need for quality product and service data, I’ve found that, within many organizations, these… Read More »

The Nightmare of “Ready Fire Aim”

By | February 22, 2017

The phrase “Ready, Fire, Aim” (as opposed to the traditional “Ready, Aim, Fire”) seems to be all the rage now. Do a Google search and there are over 29 million entries. A best-selling book (by Michael Masterson, a highly successful entrepreneur) carries the title. Aggressive start-up CEO’s seeking top performers weed out anyone with the… Read More »

Sales and the art of Leadership

By | January 10, 2017

Leadership is a critical element of any expedition, any venture, any startup, but too often the real value of leadership is lost in a hierarchy. This post will offer foundational pillars to lead in a more complete, holistic style that develops a balanced and effective leader. I recall a story about a NASA space shuttle… Read More »

View Big Challenges Like A Consultant

By | December 6, 2016

One of the perks of a Fortune 100 enterprise is having a budget sufficient to hire big brand, big thinking consultants. Outside help to tackle challenges beyond the current team’s capacity. For smaller companies and thinner budgets, there are boutique consulting firms who are specialized and can affordably solve specific issues. For example, Altus Alliance… Read More »

How Great Entrepreneurs Think

By | November 22, 2016

Inc. Magazine wrote a piece entitled “How Great Entrepreneurs Think” a few years back and it starts out asking “What distinguishes great entrepreneurs?” A question we believe we know something about, too. From the Inc. article: The piece highlights the work of Saras Sarasvathy, a professor at the University of Virginia’s Darden School of Business,… Read More »

Top Ten Reasons Why Sales People Fail

By | November 8, 2016

CEO’s often ask me about “poor performers”. Downturns in the economy are often a catalyst to weed them out as companies watch every penny going out the door. I’ve found there are patterns that can identify these people so they can be weeded out of the organization. I share these below. Sales People fail for… Read More »