Clients
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, [...]
Lead generation as an expression of your brand
If your brand is the whole experience of “doing-business-with” your company, then it follows that the outbound prospecting and lead generation you do should be an expression of your brand.
Huh?
Let me explain. Not too long ago, I received a cold call from an insurance broker. At the time, we were in the market for insurance [...]
Selling technology to financial services companies
For companies that sell into the financial services industry, recent market volatility and chaos have either created the perfect opportunity or the most difficult selling environment in recent memory. So who better to talk about selling challenges than local technology sales and marketing executives? We asked a few industry veterans to share their advice for [...]
Some simple marketing truths by and for B2B technology companies
Here are a few simple marketing truths by and for technology companies
We asked some local technology entrepreneurs to share some quick marketing advice for other technologists. If you’d like to contribute to this list, please email bbradley @ bradleywiltjer dot com.
1. Be findable: According to Alex Machinis, president of SpatialPoint (www.spatialpoint.com), findability is the degree [...]
Don’t qualify, disqualify
Good article all the way around but pay close attention to point #3 if you have a telesales or appointment setting component in your lead generation program.
“A good sales script is essential. It should contain four elements. Start with who you are (first and last name) and where you are from (your company). Then explain [...]
Vive La Revolution!
BAMBOO SOLUTIONS OFFERS SHAREPOINT REVOLUTION CONTEST, SUBMIT THE BEST WEB PART IDEA AND BAMBOO WILL BUILD IT
RESTON, Virginia – February 25, 2008 – In celebration of the SharePoint portal ‘revolution’, Bamboo Solutions is offering a contest to submit the most useful Web Part idea for enhancing SharePoint environments. Starting today and running until 5:00 [...]
No stupid deals!
A few days ago, while talking with Dan Neff at Aquent-IT-Solutions, he mentioned his “no stupid deals” philosophy. He sent me an email that describes this policy. It was a good email. I’m going to reprint it here…
We launched our business in 1996 with the goal of always doing what we said we would do. [...]
Beyond Security Finalist for the “Red Herring 100 Global” Awards 2007
Northbrook, IL, November 29, 2007 – Red Herring Magazine announced today that Beyond Security, represented and distributed in the United States by Beyond-IP LLC, has been short listed for the Red Herring 100 Global 2007 Awards.
Beyond-IP, which offers remote, deployed, distributed wireless and application level scanning, is the first company to provide a scanning [...]
