Articles
Work harder not smarter?
Go ahead and slap your forehead in disbelief when I tell you this – it is hard to sell to someone unless you know who they are. Yet most of the sales people I talk to cries about the ugly state of their data. Most complain that they don’t have time to clean it.
Data, like [...]
Defining requirements for a SharePoint RFP
Recent article published in BizTech titled: Defining Requirements for SharePoint Deployments. A short read for any business rolling out its first SharePoint implementation with recommendations for keeping the project from becoming overwhelming.
http://www.biztechmagazine.com/article.asp?item_id=660
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what is that thing in the CRM punchbowl?
Not too long ago, a prospect asked us to review their sales and lead generation programs because lead flow had dropped significantly. This concerned them because they had just finished a significant new product launch with a well- known interactive marketing agency. We agreed to sniff around.
Every reptilian instinct in my body wanted to find [...]
You are beautiful and unique just like everyone else
Differentiating your IT Services Menu
(This article was a collaboration between Robert Hamilton and myself)
It seems every week we talk to just another IT services shop trying to kick-start their marketing and sales process. We sit down with the founder and ask the same question: “so how are you different from all the other firms out [...]
Beating Circuits into Packets: How to Approach Unified Communications Implementations
Here’s a recent article I wrote for CDW…
Now it’s the phone’s turn.
Once the only way to initiate and conduct a spontaneous, real-time interaction with a remote person, telephony has become just one method among many for initiating and conducting a dialog. And, when compared to the other, mostly data and web-based methods, it is not [...]
How would a product manager fix higher education?
By Robert van der Hooning and Ben Bradley
The recession has taken aim at higher education. It’s too late to hide, the carnage is everywhere.
Even Harvard feels the pain. It offered buyouts to 1,600 employees after suffering an $8 billion endowment loss. In California, the situation is ugly – a $97 million cut for FY09 at [...]
How big is your rolodex and does it matter?
Had a great conversation with a job hunting friend. He’s a tried and true sales guy – always beating his quota. A great rolodex, healthy w2s and all the trappings those things bring. He told me recently about an interview where the VP of Sales wanted to actually see his rolodex – wanted to see [...]
Digital Darwinism
S+B writes about the HP’s recent marketing campaign, and the ways digital platforms are transforming the ways in which consumers experience advertising.
The entire article is available here… http://www.strategy-business.com/resilience/rr00069?cid=rr20090511
Here’s a quick exerpt…
This shift, which has become increasingly apparent in the last few years, has been confirmed by “Marketing & Media Ecosystem 2010,” a landmark cross-industry [...]
Twitter squatters creating brand confusion
Now what? A Twitter land rush? Fantastic article here by Julian Lee.
http://business.theage.com.au/business/squatters-creating-twittering-confusion-20090429-andk.html
Trademark Twitter identities are being snapped up.
Some companies such as Billabong have been quick off the mark, snapping up names. Billabong spokesman John Mossop said: “Billabong has a strong online presence and that includes three official Twitter addresses — billabonggirls, BBgirls and billabong1973. It [...]
Effort trumps ability
Fantastic article in the New Yorker from Gladwell about how David beats Goliath.
http://www.newyorker.com/reporting/2009/05/11/090511fa_fact_gladwell
David’s victory over Goliath, in the Biblical account, is held to be an anomaly. It was not. Davids win all the time. The political scientist Ivan Arreguín-Toft recently looked at every war fought in the past two hundred years between strong and weak [...]
