Best practices for your 30 second elevator pitch: Think in terms of 3 bullet points What is the problem in the market (why does your product/service exist)? How do you solve that problem? Why is your organization unique? If you focus on these 3 things, you will have a...
Segmenting Titles to Power Account Based Marketing (ABM)
The days of succeeding with email campaigns while sending a generic message are done. No one disagrees with this point. Everyone sees response rates dropping. The answer? On this point, people in the know also agree: The answer is segmenting your audience and...
Birthdays, social media, being genuine & Influence
If it is easy to do and anyone can do it, it does not matter.
A marble on the keyboard; advice to new sales reps
Sales outreach is on my mind. We are launching a new product, Capture! and today, two of our junior reps reached out to me for advice. Why? I am a phone animal. I break call accounting systems, wear out wireless headsets and I'd blow the curve for the average rep....
Trade show tip: Remove fillers from your vocabulary
Trade shows. You have 10 seconds maximum to engage and get the interest of a passer by. Time is critical. Time is everything. Eliminating filler words such as "Um", "Ah", "Er" and "You know" is paramount. It kills your presentation and will cost you the sale....
When Marketing Lies About Technology
I'm at a talk about marketing at a conference, sitting in the audience, blending into the mix of SEO students and experts. Unlike most conference, I am not speaking, not helping with sales at a booth and not scheduled with back-back meetings. This is a chance for me...
LinkedIn is not a social network, Facebook will morph
After about 2 years of talking about this topic, I thought it best to collect some solid data before doing an official blog about it. LinkedIn is not a social network. A thing is defined by it's major attribute. While LinkedIn has aspects of a social network, it is...
The “After Show” Effect, CES in Las Vegas
You picked the right trade show, you got people to your booth. Great conversations and a pile of cards. Your sales team is excited! What next? There are many facets to success at a trade show. Elevator Pitch, pre-show marketing, booth setup, etc. If you don't...
When Venture Capital Calls – Setting your own rules
Eight years ago, getting calls from Venture Capital was exciting. They came in many flavors. The most distasteful wanted to bleed me for information. I was oblivious. Perhaps they funded a competitor to Broadlook and they wanted determine the competitive...
Line 1300; What are the rights of an incoming caller?
What rights does an incoming caller have? To be more specific, an incoming solicitor calling a place of business? At home, we have the do-not-call list. This could never be put into effect for business, nor do I think anyone sane would see it as a good idea. ...