Corrupt Company Culture
Why Toxic Company Culture Is Seen Best On Last Day
Culture is the opium of the masses for high tech, B2B companies. The more a CEO and VP of People and Culture use that empty
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
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!
Status Quo consistently winning means customers have what they need. 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
Lone Wolf Sales
Why Content Marketing Fails
Tell me something I don’t know. Let’s do the checklist of what every “leading” B2B company does: Account Based Marketing, CRM, Marketo-SPAM, DiscoverOrg lists,
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