Is there value in enterprise gamification? – Part Two
In part one of this post we looked at what enterprise gamification is and some of the methods and techniques that can be used. In this post I am focusing on what types of things you can actually do with…
The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.
Oy, the VP of Sales. The toughest hire. Such a high failure rate. I want to help. So this is the third in our series. The first post is What a Great VP of Sales Actually Does. So you expect the right things, and hire your rockstar at the right time to do the right [...]
Technology and the Effective Marketer (Part 3)
In part three of this series I’ll focus on customer intelligence driven marketing and the proper use of data. In the “information economy,” data is created at an unbelievable pace, but to make some reasonable business use of that data is challenging. The concept of being a data driven business isn’t new, but there are [...]
What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.
In SaaS, #1 most common mishire, with a bullet, is the VP/head of sales. In fact, there a VC saying that I used to really hate. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” [...]
B2B Marketers Need To Get Real About Social Media and Customer Engagement
B2B marketers need to get more focused on how fast their prospects and customers are changing as a result of social media. It’s time to question long-held assumptions and look to social media as a means to connect with prospects and customers more effectively. Getting Beyond PDFs to see Prospects As People In 2013, its clear B2B prospects are already much more selective [...]
Sales Productivity Kickoff
We are at it again and why not? It’s the start of another year and people are doing predictable things like having kickoffs of all sorts of things. I just launched a new website and several new initiatives in research and thought leadership so I am no exception. I am drinking the Kool-Aide, eating my [...]
Sense and Respond and the New Way of Selling
Okay, I started this out with a lie, this isn’t a new way to sell at all. The sense and respond approach to selling is as old as business itself. Think about an old fashion "mom and pop" business, it…
The False Dichotomy of B2C and B2B
The segmentation of business (B2B) and consumer (B2C) behaviors is a false dichotomy to begin from, what really matters is the customer lifecycle and renew-ability of the relationship. Is a purchase cycle highly deliberative in nature, does the post transaction phase focus on repetition of purchase or a shift to services and add-ons, how does the retail experience inform purchases, and much more
Trends: The Battle For CMO Mind Share
Marketing and Advertising Budgets Are The New Land Grab Constellation Research, Inc. predicts that the global advertising market (paid search, display, and classified) will hit $125B by 2015. While IT budgets continue to stay flat, marketing budgets are up. Warc’s recent Global Marketing Index (GMI) entered positive territory in March 2012. Consequently, the heat [...]
News Analysis: Lithium Technologies Adds $53M in Financing
New Funding Shows Strength In Social Business Market And Lithium’s Business Model Emeryville, California based Lithum Technologies announced today that it raised $53.4M in financing. The lead round is from New Enterprise Associates (NEA). Other investors include SAP Ventures. NEA leads the round with Peter Sonsini joining the board. Peter‘s been active with ecommerce play [...]
