Research shows that the sales process for most enterprise sales doesn't begin until after 5 follow-up attempts. Yet most sales people give up after 3 attempts. Why? And what can be done about it?
Technology companies struggle to explain what they do in a way that non-experts can understand. A major reason is that we use different parts of our brains than our customers and prospects when thinking about our products. Here are three ideas to deal with this challenge.
This year, M&A activity is on track for a five-year high. However, while 80% of mergers are done for revenue reasons, only 12% actually result in revenue increases. Here's a road map to increasing your chances of success.
What do a high-tech Murphy bed company and an energy-efficiency company have in common? Not much, until you look at how each convinced other risk-adverse organizations to adopt new technology. Three tips on how to recruit and manage early adopters--and turn them from skeptics into your greatest supporters.
The relentless buzz has been about social media and how to leverage FaceBook, Twitter, LinkedIn, etc. While all of the hype has been about the impact of social media on communications, corporations are rethinking the role and importance of product marketing.
In 1967, Aretha Franklin, The Queen of Soul, released the mega-hit, “Respect”. The opening lines to what Rolling Stone considers one of the greatest songs of all time have provided encouragement to people all over the world.
"What you want Baby, I got What you need Do you know I got it?
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My fourteen year old son and I decided to learn to play golf together. We spent the better part of the summer practicing our chipping and putting. We improved our short game to the point where we were doing well at the local pitch and putt course with its 60 yard holes. What a shock it was when we tried our luck on a full size course. My tee shots were all over the place. I was in trouble long before I got near the green. I dug a deep hole from which I could not recover. Read More »
Like many people, I have jumped on to Twitter. Just in case you
have been living under a rock recently, Twitter is a communication
service that broadcasts your messages (limited to 140 characters) for
all the world to see. When people subscribe to your message feed
(“following” in Twitter speak), they can be sure to see your tweets in
their personal view of the global message stream.
