Yearly Archives: 2008

Every year, I look for some way of most aptly wishing friends + colleagues the very best of the holiday season. Every year, I’m drawn back to the same simple piece, based on a true story from 1914. So, with … Continue reading

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Andy Nulman’s putting the finishing touches on his new book Pow: The Element of Surprise. It outlines the business value of unconventional marketing techniques. It’s being launched using them. See this example. Had the pleasure of hearing Andy speak a … Continue reading

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Had the pleasure recently of hearing Neil Rackham share his thoughts on how to sell in a recession. A summary follows (the thoughts are his, the errors if any are mine). The deadliest selling mistakes, when times are hard:- chasing … Continue reading

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According to a recent Harvard Business Review Research Report,B2B sales is becoming a tougher job because of declines in: the % of leads agreeing to meetings the % of meetings progressing to presentations the % of presentations converting to sales … Continue reading

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In B2B sales, companies often make the mistake of thinking if only their message were to land in more places, their sales would improve. Prospects are treated like refrigerators at an italian pasta party. Companies throw content at them looking … Continue reading

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The fable of the Melting Iceberg outlines how to succeed in turbulent times. For any company concerned about its future, the fable’s points are well taken and well made. The fable shows that success depends on changing how people think … Continue reading

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Had an interesting chat yesterday with ‘Sally’. She’s a part-time Inside Sales Rep, working 1-2 days per week selling an on-line service. She’s been an amacus user for less than a month. She called to say how impressed she was. … Continue reading

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Sequoia Capital recently advised their portfolio companies on what to do in response to the meltdown in capital markets. Sequoia’s presentation to their investee CEOs highlights that the months ahead aren’t going to be like anything companies have recently seen. … Continue reading

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