26-32 Sizing Your Market

You should be able to size your market credibly, using trade data and goverment sources (e.g. the Census Bureau, the Bureau of Labor Statistics), breaking it out into the Total Addressible Market, Serviceable Market and your target market share. ... [Continue Reading]

26-31 Lead Nurturing

Your outbound marketing program should effectively nurture leads for you sales teams: folks they have talked to who are not ready to buy but that they want to track. You probably won't be able to afford hiring a team of SDRs so this will have to take their place. ... [Continue Reading]

25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

Bakers of the World Unite

It is not from the benevolence of the butcher, the brewer, or the baker that we expect our dinner, but from their regard to their own interest. - Adam Smith Adam Smith gave bakers a bad rap 300 years ago when he noted that they - all businesspeople really - didn't produce the goods they produced ... [Continue Reading]

A Behavioral Modification Machine

The snack business is big.  Very big: more than $124 BN in North America and $167 BN in Europe, according to Nielsen, a market research firm. The global soft drink (sweet drinks, fizzy and flat and water) market is over $531 BN.  That's a lot of cola, even if some of it is sugar free.  The industry ... [Continue Reading]

The Productivity Puzzle

Why it is that, while the development of digital tools explodes (Tablets, smartphones, big data, the cloud, AI) and spreads rapidly around the world, productivity as measured by economists is steadily declining, is a pretty big puzzle.  All the more so for folks like you and I who - while we may ... [Continue Reading]

24-63 Don’t Buy That List

It feels satisfying to purchase a list of 10,000+ names but it is a waste of time and money. Purchased listes tend to be only 60 - 80% accurate and using them may result in spam complaints. Better to build your own, smaller and more focused list, which will be more accurate and result in higher open ... [Continue Reading]

Our Friend the Fruit Fly

(When I am not working with sales and marketing teams, I like to bake sourdough bread.) Well, it turns out that the common fruit fly - Drosophila Mengaster - with one of the most studied set of genes in biology, does something quite helpful for us. Scientists have figured out that the fruit ... [Continue Reading]

22-07 Hype in the Valley

Hype moves our economy forward and also wears us out. Silicon Valley thrives on hype: best to dip into its reservoir of this inflaming liquid with care, otherwise you'll find yourself chasing other peoples' dreams. Not your own. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]