Dear Boss: I quit…………… (An imaginary email)

Dear Boss: Believe me, this is tougher for me to write than for you to read. I’m quitting, effective in two weeks. You deserve to hear why because it affects you directly. When I joined this company 10 years ago, we were at the forefront of technology adoption. If it was new and would help…

Marketing to Personas, Selling to People

As buyers perform more independent research prior to engaging with a B2B sales professional, it stands to reason the marketer’s job continues further into the buying process than before. For this reason, sophisticated marketers get serious about drilling into different personas, displacing generic content with specific, precise content for a particular persona. But they also…

Every Sales and Marketing Exec Should Read This!

Sales Linguistics is the study of how customers and salespeople use language during the complex decision-making process. Yeah, I know… sales linguistics is a new term for me. But wow, am I glad I read this post by Steve W. Martin who teaches sales strategy at the USC Marshall School of Business. Martin cites a recent study that…