Latest From the Blog

Personalization At Scale – And Other Sales Madness!
One can hardly believe the really stupid stuff modern B2B salespeople are pitched by sales gurus and over-funded CRM software firms with no chance of

Why Toxic Company Culture Is Seen Best On Last Day
Culture is the opium of the masses for high tech, B2B companies. The more a CEO and VP of People and Culture use that empty

Your Customer is Hiding In Hotmail and Gmail
Notice how many marketing links now require your “corporate email” address? Ever take a look at lead lists and wonder why up to 60% of

How Do I Find My First Customer?
The most vexing question for a B2B tech startup is how to find the first customer. It’s all different before you have a

How “Awesome” And Dude” Made The Rep Not Credible
It was a typical VMware request. Can you help our rep meet the CFO of one of the largest companies in the region? So I

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

Sometimes It Feels Good To Mess Up Your Competitor’s Hair
Why It’s High Time For Confrontational Marketing When everyone has tepid messaging, go bold! Go to a technology trade show. I dare you! Walk the

Sales Reps Are Failing! Why?
The Great B2B Sales Fallacy You are the founder, CEO, arriving each morning before 7:00, opening the office. Around 9:30 the sales team straggles