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Build a Corporate Wall, and People Won’t Find a Pathway to Your Door 14 Aug 2013 | 11:28 pm
The late Charles Schultz, creator of Peanuts, warned us many years ago about an emerging technological danger. With characteristic brevity, he drew Charlie Brown’s sister Sally plopped into a beanbag ...
Hey! Don’t Clutter Up My LinkedIn Newsfeed! 9 Aug 2013 | 08:38 pm
“Andy, please add me to your LinkedIn Network.” —An email subject line that consistently gets my attention. Who from? Did I meet this person somewhere? “Ah, yes, I remember Steve.” I recall. “Met him...
Why Discounting Rocks! 9 Aug 2013 | 06:38 am
“Tom finally brought in the MegaCorp deal. He’s set for the quarter!” “—Yeah, but . . . he . . . (mumble) discounted.” To many business developers, discounting stains otherwise bright outcomes. Did T...
Revenue Risk: Better Managed than Avoided 3 Aug 2013 | 03:09 am
In 2011, the New England Patriots offered Aaron Hernandez, a promising young tight end who played just two seasons, a contract extension worth $40 million. If you’re interested in seeing the talent th...
How Much Would you LIKE to Pay for that 777X? 1 Aug 2013 | 02:26 am
Suppose you had a decent slug of cash and needed to fly somewhere—say, one-way from Moscow to La Paz. But you’re finicky. You get annoyed with seatmate small talk, like “. . . and what brought you to ...
Look Ma! No ROI! 26 Jul 2013 | 07:50 am
Does your sales team regularly get pulled into ROI bake-offs, only to get bested in the eleventh hour by your competitor’s clever numerology? “The other vendor just offered us an ROI more than double ...
ROI Calculus: More SWAG than Swagger 20 Jul 2013 | 02:24 am
How do you improve the ROI * for your technology product or service? Change an assumption or two, and adjust the numbers. Add some revenue from the improved predictive analytics available in your next...
Innovation Risk: Tesla’s Groundbreaking Sales Model Hits a Roadblock 17 Jul 2013 | 02:59 am
The battery-powered 2013 Tesla Model S accelerates from 0 to 60 in just under four seconds—one second slower than the gas-swilling 2013 Lamborghini Aventador LP700-4 Roadster. Yet, Tesla’s encore inno...
How to Write a Lame Recruiting Ad for a Sales Professional 12 Jul 2013 | 09:53 pm
If you’re in the enviable position of being overwhelmed with too many talented sales candidates responding to your job postings, here are some ad writing tips that will help curb the deluge: 1. Be ut...
Is “Change the Status Quo!” the Right Fight? 12 Jul 2013 | 07:16 am
In statu quo res erant ante bellum. Latin which means, “the state in which things were before the war.” One thousand years before Twitter, prescient writers—marketers, maybe—reduced the original phra...
