Seth Godin, writes in his book Linchpin, “The moment you are willing to sell your time for money is the moment you cease to be the artist you’re capable of being.” What a great summary of the T&M (Time and Materials) approach to conducting business. This goes not only for yourself, but for everything you […]
I love Seth Godin’s book, Permission Marketing. In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value. In last week’s demand generation event we targeted business owners from the start (rather than going to IT). […]
Here it is: (CLICK), a recording from yesterday’s Webex presentation on accessing decision makers…Also, over the past several webinars I have made some reading recommendations… 1. Let’s Get Real or Let’s Not Play: On this one I recommend the audio book…I’ve listened to this book dozens of times as he does a great job of […]
Based on some of the follow up questions I received following Wednesday’s Webex on Effective Demand Generation I thought it might be helpful to add these points: 0. Don’t let the irritated, over-worked executive frustrate you or stifle your marketing plans… 1. Marketing, while considered to be very artsy, is very scientific. Learn what motivates […]
Last night I had the privilege of presenting new material on Entrepreneurial Thinking to a group of fathers and young men (mostly college age). I thought it might be helpful to post a few comments to keep the learning process going: 1. Andrew Carnegie (in the early 1900s) wrote: Capitalists need compliant workers…willing to work […]
Continuing on with Habit 2 thinking, how does this apply with events and seminars? When I conduct Data@Risk seminars, I am presenting educational material to business leaders, helping them establish better business practices that will better serve their customers and protect their company’s intellectual capital. This has value in and of itself, but it does […]
If you’ve read Stephen Covey’s classic on life management, Seven Habits of Highly Successful People, you may remember habit 2, Beginning with the End In Mind. This is key to any great sales call, marketing event, or other demand generation activity. Having done many executive luncheons, one of my clients’ first questions is always, how […]
Some follow up comments from yesterday’s meeting with VARs / security resellers in the Bay area. 1. IT people naturally resist sales people who try to move up. Positioning your technical experts along side IT people can give them a highly valuable connection, one that will help IT people gain the insights they need to […]
I just finished reading Seth Godin’s latest book, Linchpin, and I find myself quoting some of his thought provoking comments as I am encouraging sales people to be proactive in their businesses. There is an urgent need refocus on learning and studying the business, the market, and the trends that are driving our industry. He […]
High Tech Business Growth 