Three Things About Your Slide Deck

May 22, 2013 By Leave a Comment

Developing a solid slide deck is a challenge that I have blogged about previously.  It is a challenge I like:  for all that Powerpoint is criticized (by the likes of Edward Tufte), it is can be a powerful tool and distilling your message into a ... [Continue Reading]

1.5 Minutes on Developing Your Buyer Personae

May 15, 2013 By Leave a Comment

In this two minute video I describe how to develop your message. Developing Your Message A transcript of my comments follows. 1.5 Minutes on Developing Your Buyer Personae Buyer persona is an actual description of an imaginary individual ... [Continue Reading]

Your Message Matters

May 10, 2013 By Leave a Comment

A clearly articulated message is key tool for an early stage company; your message is as much about getting your team aligned around a common vision as it is about communicating that vision to potential customers: in fact, the effect of your message ... [Continue Reading]

Your Sales Tools

April 30, 2013 By Leave a Comment

You only need a few tools in your sales toolkit for your early stage sales effort.  This post details the essential items for your sales toolkit. Foundation The foundation of all your sales tools is your messaging.  Spend some time gettting your ... [Continue Reading]

Two Minutes on Developing Your Message

April 25, 2013 By Leave a Comment

In this two minute video I describe how to develop your message. Developing Your Message A transcript of my comments follows. Transcript Developing a message is really important, and it's important for a whole number of reasons. With an ... [Continue Reading]

Smarter CRMs

April 23, 2013 By Leave a Comment

I ran into IntroHive, an early stage company out of Halifax recently, while at a conference.  The company leverages a company's employees' network of contacts to provide sales teams with much broader intelligence about prospects to make their ... [Continue Reading]

Creating Authentic Content

April 19, 2013 By Leave a Comment

The B2Bsales process is much more about discovery and research now than it was even five years ago (see these much cited survey results from Google and CEB, and my post about The Golden Rule of Buying Behavior) and, as such, spending less time ... [Continue Reading]

Nanobots – They Might Be Giants

April 12, 2013 By Leave a Comment

A sweet tune by They Might Be Giants. Nanobots - They Might Be Giants ... [Continue Reading]

Two Minutes on Your Marketing and Sales Effort

April 11, 2013 By Leave a Comment

In this two minute video clip I describe how to think about your marketing and sales effort. Your Marketing and Sales Effort A transcript of my comments follows. Transcript I think it’s most important to think of sales as a process, and ... [Continue Reading]

Some Interesting Stats on Selling and Social Media

April 9, 2013 By Leave a Comment

in a slide deck that a cool little company out of Halifax presented at Sales 2.0 yesterday.  I don't buy the idea that cold calling is dead - not for early stage companies at least - but do think the number that point to a lack of social media ... [Continue Reading]

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