A good friend of mine recently asked how we could apply the concept of acquisition to industrial manufacturing. He strongly suspected that his Sales investments weren’t pulling their weight, and he …
The Most Dangerous Metric in Marketing
Marketers love metrics. We love beating the Sirius Decisions benchmarks, and we use this as proof that our marketing programs are (or will be) effective. But, there is one metric that …
What Offense Are We Going to Run?
View PostThe Birthday Cake of Complexity
After my discussion with Paul helped me put the idea of hiring some salespeople on hold, I was very eager to outline as many elements of a first class B2B …
Hiring Salespeople?….That’s the Last Thing You Should Do!
A few years ago, I sat down with my friend Paul Reddy and gave him an update on my business. I was excited – the travel technology company I was …
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