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The Sales environment has changed. Whether you are selling software, legal services, niche engineering systems, distribution services, and certainly in almost any type of B2B world, life has changed. The old world of selling pre 2002 has changed dramatically and evolved into a new collaborative ven Read More

We are defined by the questions we ask. Marketing needs to step up to the plate in this new content driven, digital, attention seeking world. So what are the key questions you need to ask your marketing manager or your CMO? Read More

It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? The secret sauce is engagement and I can prove it! Read More

Selling in all its dimensions has changed more in the last ten years that it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled. Daniel H. Pink. This post examines the key messages in this book for sales Read More

“Innovators aren’t exceptional as much as they are confident.” says David Kelley, founder of design firm IDEO. (WSJ) David Kelley and George Kembel founded the Hasso Plattner Institute of Design at Stamford a nondegree d.school with $35m from SAP founder Hasso Plattner. Innovation is teachable. The Read More

The first part of my assertion is pretty obvious but worth stating. Marketing today, more than ever, is about story telling. Great content tells a story about the challenges you solve and the results you achieve. However allowing your prospects to tell their story is more difficult. Read More

At some point in your career, you may encounter the VC or PE world. You might: sell a non-core subsidiary to them, use their funds to start a company, use their money to buy a company, buy out your partners, or even take a company private from the public markets. Whatever the transaction, the VC an Read More

Successful acquisitions start by buying what you want to buy not what is up for sale. Part 2 of my series outlines how to find targets and prepare for the all important approach. Read More

We all know it makes sense to develop business from existing customers. It's so much more expensive attracting new customers cold from the marketplace. I've found developing a different mindset is helpful in getting sales professionals to look at this problem. Are they tourists or residents? Read More

How many firms exist the US and how many sell out for $10m. Read about the final numbers for 2012 - the M&A tables for the US show around 6000 firms sell out for $10m with an average value in those deals of $130m. Read More