Lone Wolf Sales
Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It?
Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It? My thesis is that marketing in the software, tech and SaaS worlds is not
Lone Wolf Sales
Social Media Marketing — Where Enterprise Sales Went To Die
Social Media Marketing — Where Enterprise Sales Dies There may have been a time when social media marketing was a useful tool for finding buying
Lone Wolf Sales
GrowthPlay — Sales Training Fallacy
Every few years, out of the closet pops some sort of magic promising to change the trajectory of enterprise sales teams. And like any crowd
Lone Wolf Sales
Enterprise B2B–Selling to Cubicle Village and Why it Will Continue
Virtually all selling in the B2B enterprise space today is to Cubicle Village, not decision makers. The difference is stark. A decision maker is driven
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95% Of All Tech Sales and Marketing Is Useless
There is an old saying that 50% of all advertising is wasted. But, which 50%? Well in high tech sales and marketing, applying to the
Lone Wolf Sales
Quarterly Revenue Madness And The Stupid People Who Do It
A rational argument can be made that the highest unnecessary cost for an enterprise software company is the hidden burden of unnecessary discounts required to
Lone Wolf Sales
Every Sales Territory Should Be a P&L
This entire week was spent in Dallas with prospective clients interspersed with interviews for our first Dallas area sales rep. Our technology is pretty unconventional,
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5 Sales VPs Later, Do You Understand Inherent Contradiction?
At the SXSW conference, we had dinner with the management team for a 7-year-old cloud company that believes it has now found its way.
Lone Wolf Sales
Cost of Enterprise Sales—The Vast Not-So-Hidden Tax
Would you found an enterprise software company, take all the risk, go into debt, maybe mortgage your home if you had a built in tax
Lone Wolf Sales
MEDDIC — When Sales Management Became Really Stupid
What the heck is MEDDIC? The first time I ever heard this term was from an IBM VP of Sales who wanted to implement
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