Selling to the CIO is over because they are not the change agents – they are the entrenched bureaucracy. Selling to the CIO is no more. Time’s up. For a tech generation, the VP of IT, then the CIO has been the gold standard landing zone for technology products. No more.
B2B Transaction Sales Tactics are Obsolete For those who live in the world of bringing disruptive technologies to market, it has long been apparent
Sales automation makes robots out of your sales teams — and people do not buy from robots! What is “sales automation?” You first knew it
Disruptive Marketing 101 OK, you are the VP of Sales and Marketing at a raw startup and you have massively disruptive technology. You are not
So here we are today. We have a family member with end of life condition. We are waiting for the phone to ring. We
Sell or Starve. Eliminate The B2B Base Salary The enterprise B2B base salary paid to sales reps is entirely unnecessary. Enterprise software and
Brain Dead or Brain Led — B2B Sales Strategies Your weekly sales meeting is now a dreaded activity, a draining routine of deal analysis and
Using Company Culture To Screw Your Employees You may have seen the story about a couple who raised $400 grand for a homeless man
If You Work For These SaaS Firms, You Are Dead Meat: Chef, Puppet, XebiaLabs DevOps is dead. That is quite apparent at Chef, Puppet,
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