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]

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]

17-43 Your Tagline

Your tagline needs to be clear, sharp and communicate what your product does but I don't think it should be too cute. Taglines for B2B products should avoid the cheeky tone used by B2C start ups whose preciousness is endearing to the consumer but can be offputting to the business buyer. ... [Continue Reading]

17-42 Your Sales Tools

Develop a clean, current set of sales tools for your team - slides, scripts, demos and collateral. Keep the material up to date and work to continuously improve it. Avoid spreading your effort across too much material. ... [Continue Reading]

16-05 Marketing Automation: Tough For Startups

Marketing Automation is much less compelling than its promoters have claimed, particularly for start ups, whose resources are limited. Start simple, keep your efforts modest, using a simple outbound email tool to offer content to prospects.  Don't get lost in social tools. ... [Continue Reading]

03-13 Lead Research

Investing in lead research, so that your sales team is working with data that is clear, accurate and focused on the verticals you are targeting, will save you a huge amount of time and money, and make you lot more efficient. I wouldn't buy lists, or have your team do all their own research - way ... [Continue Reading]

Liam’s Latest Skating Vid

Liam's latest skating video. ... [Continue Reading]

Skynet is Coming

When I got out of my business school many years ago, one of my first jobs entailed reviewing ground leases for gas stations written in the '50s: perfect work for an investment banking associate. Looking back, a number of things strike me about those documents and how what the management theorist ... [Continue Reading]

Streetlight Data’s Go to Market Strategy

  I sat down recently to talk with Laura Schewel, founder and CEO of Streetlight Data, about the firm's go to market strategy. About Streetlight Data StreetLight Data contextualizes anonymous location data (from cellular towers and GPS satellites) and combines it with other data sources to ... [Continue Reading]

Sales Training

American companies spend a lot of money on sales training (by some accounts, over $20 BN annually.)  There is a reason for this: sales teams are expensive to run and companies are willing to spend significant  amounts to improve their productivity. Notwithstanding this impressive spend, it is ... [Continue Reading]