Everyone loves the kickoff for the New Year. Reinvent your sales kickoff. Go beyond the customer panel, motivational speaker and endless PowerPoint slides. Do the unexpected. Reverse engineer common components. Think outside the box. Your team will love it and you will set yourself u
You are smart and resourceful; a business coach will make you smarter faster and expand your resources. People move into roles of increased responsibility. Entrepreneurs start a business with a great product, process or service idea. CEOs must be competitive or be eaten by the compet
At the close of a year we look back on the resolutions set, the projects planned and the initiatives launched a year earlier, only to find disappointing results. Why is that? Why to do these resolutions, projects and initiatives fail to achieve their desired results year after year?
CRM is making sales people dumb. “No, absolutely not, that’s heresy” shouts Salesforce.com, Velocify, SugarCRM and sales management. When sales people act like robots inputting data and taking action without thinking, the answer is YES. Unfortunately, the answer is yes far too often a
The Direct Marketing Association of Northern California, DMAnc, hosted speaker Ian Michiels, Principal & CEO of Gleanster Research, at its November 2014 meeting. The topic, “B2B tactics that worked in 2014 and how to prepare for 2015.” Gleanster gathers benchmark data by surveying
For the past 12 years, I’ve been working with hi-tech B2B companies to help them plan and facilitate their customer advisory boards. I recently crossed the threshold of 100 CABs. As I look back, here are 3 important lessons I’ve learned.
Entrepreneurs and start-up executives continue to struggle with the best way to present their company to venture capitalists and their target customers. Especially for early stage companies, their personal and professional credibility are on the line. Unfortunately, the most common fi
“Marketing Attribution” tools and services are rapidly being adopted by Fortune 1000 companies. But successful application of these tools and services require much more than just operational finesse. It requires a deep understanding of your company’s culture. Companies must restructur
This year, I had the good fortune to help my son, 18-year-old singer-songwriter Zach Gospe, as he recorded and released a six song EP (extended play record) called New Horizons. Zach has always loved music, having studied piano, drums, bass and guitar starting at age six. He began wri