When taking a new technology to an old market, take the time to see what those guys read. Then take the time to see what their tech vendors pitch them. You will be pretty depressed so much dough is spent for so little benefit. The electric utility market is a prime example, let’s spend a […]
A Messaging Bangladesh – Why Nobody Reads Your Stuff Read More »
For what seems eons, technologists have been trying to get complex apps built in time to impact the business. Microservices, object-oriented programming, new DevOps processes have at most reduced time and effort 10% – 25%. The next evolution of both microservices and object-oriented programming is Fractal Programming. Fractal Programming delivers a micro app rather
Fractal Programming – Why One Engineer Replaces 25 Programmers Read More »
Current B2B sales is an industry where sales teams and the prospects they seek, are locked in a spiraling arms race of advanced technology. Sales managers buy AI or machine learning platforms to get to elusive prospects. Prospects employ those technologies to protect emails and cell phones from these swarming pests. There is no B2B
Why Almost Everything You Believe About B2B Selling Is Wrong Read More »
We Just Got VC Funding and Everyone is Quitting! Whiskey, Tango, Foxtrot. WTF? VC funding is not necessarily a good thing! “We just closed a $50 million VC funding round and a bunch of our very best engineers quit. Who would quit when we just received a multi-million-dollar endorsement from an obviously talented, insightful
WTF! We Just Got Funded And Everyone is Quitting! Read More »
Why Content Marketing Fails Tell me something I don’t know! Content marketing needs to be something other than bland baby food! Let’s do the checklist of what every “leading” B2B company does: Account Based Marketing, CRM, Marketo-SPAM, DiscoverOrg lists, develop customer personas and, yes, you guessed it – content marketing! This activity composite is
Cold calling just sucks. Everyone hates it. Yet, there are still companies our there who push it! Meet SalesLoft.com! They enable cold calling scams! This week, some guy in his basement made national headlines successfully suing a company who cold called him again and again. The bigger story was how his story went viral. Particularly
Business development is one of the most currently needed roles in tech B2B yet is often handicapped by having the least talented people inhabiting it. Business development should be the place where B2B tech firms find highly leveraged relationships where other people’s sales forces discover the energy in one’s product. The end result should be
Business Dev Is Too Important To Be Left To Corporate Politicians Read More »
For those who live in the world of bringing disruptive technologies to market, it has long been apparent the B2B transaction sales force model is dead, has been dead for 6 or more years. You know the stats: half of B2B reps do not make quota. Turnover is very high and if you talk to
New B2B Sales Model Makes Transaction Sales VP Obsolete Read More »
ABM, Account Based Marketing, CRM driven prospecting, personalization at scale and Marketo-driven SPAM programs are so repulsive to prospects they are now taking action to stop getting pestered and interrupted. Perhaps never in the history of the planet has sales activity, driven by nonsensical systems like CRM, Account Based Marketing and sales process managers like
When you log onto your phone or computer to read something interesting, the first experience you are likely to get is a pop up ad or annoying video that has zero interest to you. Why? Because the unimaginative, brain dead marketing types cannot get your attention with valuable, intelligent, thoughtful content so they interrupt you.