Digital Transformation
Most Digital Transformation Is FAKE
Digital Transformation Hoax Opening Massive Sales Opportunity Vendors are selling their products as transformative, when they may not be. Remember Y2K vendor-led hoax that scared
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Confrontational Marketing
Sometimes It Feels Good To Mess Up Your Competitor’s Hair
Why It’s High Time For Confrontational Marketing When everyone has tepid messaging, go bold! Go to a technology trade show. I dare you! Walk the
Corrupt Company Culture
Corrupt Company Cultures
Company Culture — So You Don’t Ask The Important Questions Company culture. Wow. Is there anything more undefinable? Perhaps you know one when you see
Bus Dev No Rev
Bus Dev = No Rev. Not For Politicians
Business Development Is Too Critical To Be Left To Corporate Politicians Business development is one of the most currently needed roles in tech B2B yet
Lone Wolf Sales
Territory Management = Best B2B Model
Territory Management Costs Less, Delivers More and Sales Reps Love It A reported 65 percent of all sales reps don’t make quota. Sales turnover has
Lone Wolf Sales
Direct Sales = Obsolete
Direct B2B Sales Forces Are Obsolete — Do Not Invest In Direct Sales People just expect a B2B company to sell direct, but
Lone Wolf Sales
Cold Calling – Everyone HATES It!
Cold Calling — Digging Ditches With A Spoon Cold calling is an artifact of early B2B selling where both the caller and recipient loath it.
Lone Wolf Sales
Dad, You Do This For a Living?
B2B Sales Absurdity: Take Your Child To Work – Explain What You Do! B2B sales, particularly tech sales, has been reduced to a theater
Lone Wolf Sales
When Status Quo Is Your Competitor, Big Changes Are Coming!
The Status Quo Continually Winning Means Your Stuff Is Obsolete Have you noticed the sales gurus, ninjas, and Sherpas growing advice about how to
Lone Wolf Sales
Why Account Based Marketing FAILS!
Account Based Marketing (ABM) is one of those things that sounds good but is nonsense. ABM sounds like everyone ought to embrace it: Focus on
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