ContingencySales

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

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

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

The most vexing question for a B2B tech startup is how to find the first customer. It’s all different before you have a

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

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

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

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