agile
CIO as marketer
I just read a fantastic article from a newly discovered blog.
Mike Schaffner writes that…
It is generally accepted that CIOs need to “market” information technology inside a corporation to get other executives and employees to think of it as a strategic area of operations and not just a cost center.
What concerns me is that these marketing [...]
Using Social Media to Enhance Your Sales Effort
The great minds at the CMO Council published a nice piece on the role of social media in the sales effort.
It is a worthwhile read. This article quotes the Aberdeen Group – one of their latest research reports, called Sales 2.0 — Social Media for Knowledge Management and Sales Collaboration, discusses how social media solutions [...]
Does anyone know this joke?
A pig and a chicken are walking down a road. The Chicken looks at the pig and says “Hey, why don’t we open a restaurant?” The pig looks back at the chicken and says “Good idea, what do you want to call it?”
The chicken thinks about it and says “Why don’t we call it [...]
Book review – Making the Number
After reviewing Making the Number, there are a number of points about sales benchmarking that apply to our own theories about marketing.
The scoreboard for sales professional is and always has been the pay stub – this is the crudest form of sales benchmarking. For marketing, it has always been a bit stickier and this is [...]
The sales funnel is flawed
http://www.bnet.com/2422-13723_23-201008.html?tag=nl.e808
Mark Sellers, author of “The Funnel Principle,” explains how the traditional sales funnel is flawed and should be flipped on its head as the Buyer’s Funnel. Starting with problem recognition (and an economic cost to the problem) and a commitment to doing something about the problem. Everything in the funnel requires a commitment by the customer. The [...]
The impact of college literature courses on the sales process
When we engage with customers, we should think back to our college literature classes for inspiration.
All great stories include conflict. They include mistakes, weakness and a protagonist that changes and grows. The protagonist is the central character in a literary work. He/she is often in conflict with the bad guy or the antagonist.
You can’t [...]
What interests my client fascinates me
Someone just sent me a link to a law firm called Valorum.
I went to the website. My immediate comment…insanely great, deeply differentiating and long overdue.
I followed some links and arrived at the blog of one of Valorum’s founders. I read the first article. Again. Insanely great, deeply differentiating and long overdue.
Here’s a quick excerpt about [...]
Two posts caught my eye. One answer.
Two posts from http://mimasummit2.blogspot.com/ caught my eye. I’m going to respond to both at the same time. Here are the posts….
Topic #1: Keynote presenter, Ze Frank says, “You have a paradigm shift coming around. There is so much that happens as soon as you release anything — you get all this feedback…you get unexpected usage patterns, [...]
More links to good articles
Business Week article – “Beyond Blogs” – http://www.businessweek.com/print/magazine/content/08_22/b4086044617865.htm
Virtual Karma blog – list of Web 2.0 applications – dated 2006, but comprehensive, check out comments too – http://www.virtualkarma.blogspot.com/2006/01/complete-list-of-web-20-applications.html
CNN Money article – Executive’s Guide to Web 2.0 – http://money.cnn.com/2008/03/19/technology/web2.0_goofing.fortune/index.htm
Branding Tactics by Chris Brogan (note: “Passports”) – http://www.chrisbrogan.com/100-personal-branding-tactics-using-social-media/
Subscribe to Chris Brogan’s blog on community and social media – [...]
Agility as a hiring strategy
An agile organization is different. An employee that flourishes in an agile organization is different. The techniques for finding and retaining agile employees are different.
So first, what is agility?
Agility as a software development methodology is based upon a belief that it is impossible to demand certainty in the face of uncertainty.
There are many forms of [...]
